Motivate’s Post

AI tools like Motivate save a lot of time, so what do you do with those extra hours? We're taking a holistic approach to AI. Not only are we saving your inside sales team hours in their day, we also provide the tools and information they need to do what they do best—engage with customers and generate additional revenue.

AI tools like Motivate save a lot of time, so what do you do with those extra hours? We're taking a holistic approach to AI. Not only are we saving your inside sales team hours in their day, we also provide the tools and information they need to do what they do best—engage with customers and generate additional revenue.

Could your inside sales team help you sell even more?   We're shifting and growing in the demands we have of our salespeople. The type of sales volumes we need them to generate each year continues to expand.   Because of that, we need to make sure our outside sales force is not wasting a lot of time on the smaller accounts that could be handled by your inside team. It's not that the outside sales rep disappears. It's just it's more of a team selling effort where the inside rep is contacting the customer more often than the outside person is.   You need this inside person to understand how to be more proactive in helping solve customer problems, looking at products and solutions that they can suggest when they are talking to customers, and also to make sure they're part of your team’s account planning and briefings.   This level of proactive support by your inside team works best when you have your customer service people assigned to specific accounts. You can't have anybody on your team taking care of an account, because frankly, then nobody will.   Today’s video talks about how to make your inside sales team members become more proactive in their support of your accounts…so you can sell even more!   Want an even easier way to follow my three-a-week videos…all aimed at helping you and your team to sell even more? Subscribe to my weekly LinkedIn newsletter to stay updated on last week’s video posts.   https://lnkd.in/gTR2E-ey   #PanceroVids #SalesManagement #SalesLeadership #UID

6 Common Ways Sales Professionals Waste Their Time (& How to Avoid Them), According to Real Sales Leaders https://lnkd.in/e-YFaQA3

6 Common Ways Sales Professionals Waste Their Time (& How to Avoid Them), According to Real Sales Leaders https://buff.ly/3YelrlD

Crafting a Dynamic Sales Playbook: A Comprehensive Guide Sales teams huddled around a screen, focused on their playbook, akin to a coach's game plan. Just as a coach meticulously plans each play for victory on the field, a sales playbook serves as your team's roadmap to success. Let's explore the essentials of crafting a robust playbook that empowers your team to achieve remarkable victories. Understanding the Sales Playbook A sales playbook is a comprehensive guide outlining your team's approach to selling. It amalgamates best practices, strategies, and tactics tailored to your organization, delineating roles, responsibilities, and objectives. Essential Elements of a Sales Playbook Sales Strategies and Tactics: Methods for customer engagement, including approaches for cold calls, email etiquettes, and effective face-to-face meetings. Customer Personas: Detailed descriptions of your ideal customers, enabling your team to empathize with their challenges and devise personalized solutions. Scripts and Templates: Maintain communication consistency with meticulously crafted scripts for calls and meetings, alongside email templates for diverse scenarios. Benefits of a Sales Playbook A meticulously crafted playbook offers a myriad of benefits: Streamlined onboarding for new reps Clear roadmap for sales activities Consistency in messaging and customer interactions Sales Plays to Include in Your Playbook Tailor your playbook to address specific sales challenges and opportunities with plays such as prospecting, lead qualification, and closing plays. Crafting an Effective Playbook Follow these steps to draft a playbook that empowers your team for success: Assemble a diverse team Define your sales philosophy Create customer personas Document the sales process with reps Develop strategies with team input Craft templates, scripts, and outlines Integrate training resources Set goals with management’s insight Keeping Your Playbook Up to Date Regularly refine your playbook to align with evolving market dynamics and customer needs. Conduct periodic reviews to ensure relevance and effectiveness. Conclusion Crafting a dynamic sales playbook is essential for equipping your team with the tools and strategies needed to navigate the ever-changing sales landscape. By following the guidelines outlined in this guide, you can create a playbook that not only guides but empowers your team towards unprecedented success.

Incremental Sales performance is hiding in plain sight. A big week for Team Jointflows where we are celebrating a significant Customer Win. The customer selected us for our ability to surface the 'Sales + Buying' process to their systems and management. 80% of the Sales Motions that go into 'Closed Won' were invisible to them until Jointflows captured and visualised them. And now they're on the table, AE's run better deals, Managers forecast more accurately and Sales Leaders can identify, support, coach and optimise the Sales Motions that are actually winning their deals. From recent conversations with Sales Leaders, I know that a huge amount of effort and treasure is being poured into coaching and training Sales Talent around Discovery and Demo. Further, Dollars are flowing toward the implementation of Sales Methodologies (MEDDIC et al). It is my belief that there is little competitive edge left to find here... Is your Discovery training really going to be that much better than your next competitor? Will your new Demo transcend the existing rules? At Jointflows we're starting to see that incremental Sales Performance is abundant if you start to manage the Sales Motions that you currently cannot see, but that you know are happening across every deal in your pipeline; The workshop with the Prospect's Agency, the privacy deep-dive with Prospect data officer - How often are these happening? What is the difference in Closed Won % between good and great experiences? How can we support our AE's better when they have to deliver these outcomes? If you can't see it you can't manage it.

Sales Reps at the end of June: frantically refreshing their CRM "Where are all the signed contracts hiding?!" Sales Reps on July 1st: happily flipping the calendar page "New month, new me... new quota!" Here's to a smashing Q3, everyone! May your pipelines be overflowing and your deals close like magic. 🚀 In the spirit of the joke, here are some tips for sales reps as they start a new quarter: Set realistic goals: Don't try to do too much too soon. Start by setting small, achievable goals for the first few weeks of the quarter. As you achieve those goals, you can gradually increase your ambition. Focus on building relationships: Take some time to reconnect with your existing customers and prospects at the beginning of the quarter. This will help you to remind them of your value proposition and get them thinking about their upcoming needs. Get organized: Make sure you have a clear plan for the quarter and that you are organized with your time. This will help you to stay on track and avoid feeling overwhelmed. By following these tips, you can set yourself up for a successful quarter. Here's to a great Q3!

6 Common Ways Sales Professionals Waste Their Time (& How to Avoid Them), According to Real Sales Leaders https://lnkd.in/ev9DvC3q

When is the last time you updated your team's sales playbook? Dive into our 7️⃣ playbook types that you can customize to fit your team's unique needs and sales goals.