This is a really tough question to answer without more context. Market(s) your selling into? Vertical(s) your selling into? Average deal size? Pricing model? Competition? How long your team has been selling? Experience of the sales reps?
One of the most important things to have in mind is that every step in the process of entering data into the CRM should help the sales rep to advance in his sales process. To many CRMs are emphasizing on data for management and reporting on stuff that doesn't help the sale forward.
This is the Billion $ question for which there could be a Billion answers. I can share my personal experiences based on some the mistakes I made during my early startup days (post 911). First, I am concerned that you have built an enterprise software solution without a 'First Customer' or even 'F...
Hi there, That's quite a loaded question, and so I would have a few questions to clarify more. How big are your potential clients? e.g. 0-100, 100-250, 250-1000, 1000+? Do you have any early successes/clients? Are you looking for a low (automated) or high touch sales approach? Be happy to ch...
There is a LOT to unpack here, and without knowing a lot more about your process, ideal client, the problem you're solving for them, it is hard to give a detailed and concise answer. But I'll give an "In general" one: Sales are often held up my a lack of accountability or the ability to make a ...
From an overall messaging standpoint, you need to figure out how to tie in your messaging around the problem that they don't know they have to messaging around problems that they *do* know they have. Your product is likely not just solving one problem, but others by extension as well. In other wo...
To response to this question one needs to understand various other aspects of your offering , your market , your current team strengths, current stage of growth of the product as well as your current problems. I have been a SaaS sales leader for couple of products and have built and mentored thes...
It's really simple arithmetic. If you pay your sellers to close deals and they make, say $200k, why would you want them to spend time doing what you can hire someone for $60k to do? I've used the outside "appointment setter" companies. They usually charge roughly $700 per appointment. So, do ...
Yes, a consistent sales process is vital so that you know where you are. You also want to know why you lost some orders and won others--I was over a decade into my career before I realized I had no idea why. And that's what lead to the change. You need to understand your numbers. You need to kn...
You need a CRM system that manages incoming leads. I am a beta tester for Salesformics.com and Stewart there will give you an awesome walk-through.