(512) 333-1942

Singapore – Asia

Lorem ipsum dolor sit amet, consectetur adipiscing elit. Ut quam ex, efficitur eget congue interdum, vestibulum sit amet lectus. Ut a leo pretium urna fermentum tincidunt vitae vitae neque.

Heading Office

#1214  187 Tay Son building, Dong Da, Ha Noi, Vietnam

Email address

mail@inwavethemes.com   / ticket@inwavethemes.com

tel phone & fax

+84 01234 567 89  /  +84 04 1234 567 89

5 Fundamentals for Turning Low-Performers into Sales Super-Stars

One of the great and productive functionalities of CRM is the ability for sales managers to track the activity levels and performance benchmarks of their team members. If reps are not conducting or managing enough phone calls, follow-ups, and sales meetings, you will know about it-and so will they. Read more

Increase Sales Productivity and Captivate Prospects

Email may not seem like an ideal communications medium when it comes to increasing sales productivity and captivating prospects.  It is, however, how most sellers and buyers communicate today.  More than likely your reps rely on emails as a follow-up to phone conversations and to communicate throughout the sales cycle. 

Because email follow-up, while necessary, takes away from valuable selling time, it’s important to have an email process in place that is time efficient and still effective.   To be effective, the content in a follow-up email needs to captivate your prospects. Read more

4 Proven Methods for Rapid New-Rep Onboarding

Speed and impact are two critical and decisive factors when you are in the sales profession, especially when your activities are being scrutinized by the ‘time-is-money’ shot-clock. Your reps must consistently be on top of their game if they want to meet or exceed quota. On a revenue-weighted scale of all-out performance, what you really want for them is to have the maximum amount ofimpact in the least amount of time. Andy Paul refers to this as MILT in his book Zero Time Selling.  Mr. Paul discusses his MILT concept in detail with regard to interacting with prospects. Read more

3 Critical Elements for Successful CRM Adoption

By estimate, there will be approximately 70,000 people at this week’s spectacular Dreamforce event, Salesforce.com’s annual conference and expo being held in San Francisco. Its impressive agenda is all about how the social revolution is changing the way we do business. The event will impact and illustrate how business trends are adjusting to and dictating emerging technologies. There can be no doubt in anyone’s mind that an astounding number of companies use Salesforce. Although the company will not reveal its sales figures or its total customer tally, industry estimates have put the number of clients in the neighborhood of 132,000 organizations and over 4.5M subscribers. Without the risk of overstating the obvious, that is a remarkable amount of customers. Read more

8 Crucial Capabilities Sales Managers Need to Optimize the Revenue Pipeline

Every sales organization has one over-arching objective to which all other activities are in service and that is to meet or exceed its revenue goals. For sales teams, that is how “victory” is defined.

If you run a sales team, odds are pretty high that you’ve been focusing on the following in order to ensure your team is positioned and prepared for success: Read more

9 Capabilities Sales Teams Need to Optimize the Revenue Pipeline

All inspired and resourceful reps that expect or intend to blow past their quota start their day in the same dedicated manner. They ask themselves two fundamental questions:

1. “What should I do today?” (Prioritization)

2. “What do I need in order to do it?” (Execution) Read more

Revenue Pipeline Optimization: Take your Follow-up from Good, to Better, to Best

Would you like your sales pipeline to be optimized, or to operate in a more streamlined fashion? I am not referring to the number of prospects currently in the funnel, or even the number of deals being worked. I am asking whether you would like to guarantee that every prospect and every deal is moving swiftly through the pipeline in the smartest, most efficient, and most effective manner. If you are nodding “yes”, then you are my kind of manager – forward-thinking, and motivated toward finding a practical and sustainable solution.

Optimizing the pipeline is the essential key to unlocking productivity. In the dynamic and constantly evolving world of sales, that is the equivalent to finding “the holy grail” is it not?

[image_frame style=”framed” align=”left”]https://shadetreetechnology.com/wp-content/uploads/2013/08/pipes.jpg[/image_frame]
So how can you begin to approach the strategy of optimizing your pipeline? I suggest laser-focusing on the all-important follow-up process. That is because consistent,persistent, and expedient follow-up is what actually moves deals through the pipeline. This means no hesitations, no hindrances, and no hurdles.  In a recent post, I described follow-up as the single most important element of sales for those precise reasons. In today’s post, I will reveal the steps you can take to transition from good to better, and eventually, from better to best. Read more

How to Have a Brilliant Sales Conversation Every Time (hint: Don’t Break These 4 Rules)

What, does the term “Selling” mean to you? I decided to see how the various dictionaries define Selling–beyond the obvious. Paraphrasing what I found, Selling is “to persuade or influence to a course of action or to the acceptance of something; to bring about or cause to be accepted; to advocate successfully.”

Persuade. Influence. Advocate. To sell-and to do it consistently and successfully-you must communicate ideas to the prospective client. To really draw them into the process, you must first listen, then ask, and answer questions. Communicating is not the same as telling,just as hearing is not the same as listening. Indeed, if you measure a reps performance only by the number of calls they make, you may not adequately be emphasizing the distinction between holding a conversation with someone, and simply speaking with them. That’s becausetalking is not the same as conversing. Read more

The Single Most Important Element of Sales (and No One is Talking About It)

Follow-up is what drives revenue at EVERY stage of the sales pipeline.

Reps cannot close deals without following up on each and every opportunity. They cannot generate nor motivate these opportunities without following up on leads, no matter how ‘qualified’ they are. Taking these fundamental components as imperatives, you could therefore emphatically state that timely, relevant, and credible follow-up is what moves deals through the sales pipeline. Follow-up is the single most important element of all sales cycle activity.

If you use Salesforce CRM, you have more than likely invested a great deal of time, money, sweat and tears intending (or hoping) for it to serve as the primary, indispensible, must-have platform necessary for great follow-up performance. Salesforce.com is great as a platform. But it doesn’t do anywhere near enough to help reps manage or manipulate the follow-up process itself. Since it can take up to 10 touches per prospect, and reps then have to navigate through the cumulative list of follow-up activities, this less-than-streamlined process becomes nothing short of problematic. If excellent follow-up is at the heart of quota attainment, then having a poor process is immensely counterproductive. Read more