Raybec Sales Effectiveness Blog

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How The Insight Sales Discovery Process Leads to Better Sales Performance

Posted by Robert Beckerman

The Insight Sales Discovery Process™ is perhaps the single biggest change you can make to to quickly improve the sales performance of your team. It is a systematic and data-driven approach to achieving better discovery, accurate foreacasts and alignment of strategy and value with customer feedback.

Most importantly, it provides visibility on the factors that need improvement in each opportunity stage to coach your rep's sales effectiveness.

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Topics: Sales Training, Insight Sales Process, Sales Process & Performance

Getting The Most Out Of Hubspot CRM And Sidekick

Posted by Robert Beckerman

Most organizations have made the important shift to inbound marketing. If you are on the Hubspot platform here are a couple of important considerations to help you convert your inbound leads effectively.

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Topics: CRM, Sales Effectiveness, Insight Sales Process, Lead Nurturing & Conversion

3 Ways to use the Insight Sales Process™ to increase sales performance

Posted by Robert Beckerman

If you've been following this blog for any length of time, you're likely familiar with the Insight Sales Process. Many of you have utilized the Insight Sales Process to create measurable and significant improvements to your team's sales performance and productivity. Insight Selling delivers value in several important areas, such as accurate forecasting, discovery management, and sales process tracking. Today, we are sharing 3 ways to use the Insight Sales Process to increase your sales performance.

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Topics: Insight Sales Process, Sales Process & Performance

Why Your Sales Training Just Hasn’t Worked

Posted by Robert Beckerman

Your sales team has been underperforming. So you figure it’s time to call sales training to the rescue, even though you know the bump in performance is only short lived. But why is that? If sales training’s job is to close the gap between your team’s current skills and the optimal skills needed for success, shouldn’t the training take care of the issue permanently? The problem with this traditional approach is that there’s no consistent support for the change in the behavior that your sales people have been trained to execute. Sales training alone won’t work - you need changes to your sales team’s workflow.

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Topics: Sales Training, Sales Effectiveness, Sales Productivity, Insight Sales Process

Increase Your Sales Close Rates

Posted by Robert Beckerman

Good sales managers focus on metrics. Quantifiable data is one of the most useful ways to judge how well your sales team is performing, and many sales managers would argue that their team’s close rate is the most important metric of all. 

While a poor close rate is certainly a symptom of a problem, often it isn’t the problem itself. A poor close rate is usually proceeded by deeper issues from the beginning stages of the sales process. This means that simply telling your sales team to “close better” won’t improve results, nor will a training session on how to close better.

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Topics: Sales Effectiveness, Insight Sales Process, Sales Process & Performance

HBR says "It's the End of Solution Sales" -- Why It's Time to Consider Insight Selling

Posted by Robert Beckerman

An article published in the Harvard Business Review brings to light many of the issues associated with the traditional style of "solution selling". In it, the HBR discusses how buying trends have shifted significantly over the past few years, rendering the solution sales model increasingly ineffective. For sales managers who wish to learn how to increase sales, the lessons in the HBR article are invaluable.

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Topics: Sales Effectiveness, Insight Sales Process, Sales Process & Performance

How to Increase Sales by Turning Your Sales Reps Into an Insight Sales Team

Posted by Robert Beckerman

If you’ve followed this blog, you are probably already familiar with the benefits of the Insight Sales Process™. It is perhaps the single biggest change you can make to positively impact the sales effectiveness of your team.

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Topics: Sales Training, Insight Sales Process, Sales Process & Performance

3 Ways to Increase Sales Without Breaking the Bank

Posted by Robert Beckerman

Putting an effective sales system into place is the first priority for any sales manager looking to maximize their sales effectiveness. Once this is in place, however, the job is far from over. An effective sales system is an important foundation, but in order to increase sales in a cost-effective way, there must be constant adjustments and improvements being made to the overall sales strategy.

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Topics: Sales Techniques, Insight Sales Process, Sales Process & Performance

Insight Selling Leads to More Accurate Pipeline Forecasts

Posted by Robert Beckerman

Building a robust sales pipeline is essential to the success of your sales team. No matter how good your product is, or how effective your sales team is at closing deals, a weak or under-developed pipeline will prevent your numbers from being anywhere close to where they need to be. During the discovery process, your sales team uncovers key information that helps the rep determine the most appropriate strategy to move the lead through the pipeline (see: How to Improve Sales Discovery on the First Call). Sales management is limited to the rep’s subjective assessment of the probability of the opportunity closing and quite often this estimate is wrong. There is a process that will increase the accuracy of your pipeline forecasting.

 

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Topics: Insight Sales Process, Pipeline Management

Is Your Sales Process as Effective as Possible?

Posted by Robert Beckerman

As the manager of a sales team, one of your primary responsibilities is making sure your team is operating as effectively as possible. Sales skills, team cohesion, and product knowledge are all important elements in creating an effective sales team. However, if your sales process has leaks that are causing it to be ineffective, your sales team, along with their sales results, will never reach their potential.

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Topics: Sales Effectiveness, Insight Sales Process, Sales Process & Performance