Gong for opportunities.
What are you looking for in a gong call? There is tone and then there is body language, but outside of that, should the remaining not already be in salesforce? The framework…
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September 21, 2023
Guide to coaching your senior reps
Coaching a senior rep is never easy - the mindset for years has been that we let them do what they do. But win rates have dropped by 15%, sales…
September 20, 2023
Treating every sale like a buyer
You sold the champion, they are going to escalate this to the next level and now you have to navigate the waters of the organization to the top. What…
September 20, 2023
How to create sales pipeline after SaaStr
Seventeen. That's how many emails I unsubscribed from today. Noted Analytics sponsored SaaStr Annual last week in San Mateo, CA so I went and met a lot of different software vendors. And here…
September 11, 2023
Deal Push
Forecasting can not be predicted with 100% accuracy but, just like insider trading, if you have a better understanding of the problems we are about to face, you can better…
September 5, 2023
Coaching your reps is cheaper than going to find more top of funnel.
Attrition - “the action of gradually reducing the strength or effectiveness of someone or something through sustained attack or pressure.” Even our most effective sellers can start to tune out,…
August 31, 2023
Late-stage deal coaching is costing you money
Has this happened to you? You lose a winnable deal. Or you won, but it was with a massive discount at the end. These are common outcomes of late-stage deal…
July 26, 2022