There's a set of new rules for the modern sales leader. The B2B market has evolved considerably over the past five to 10 years, marking a new era of dealmaking. In order to maximize the capacity of your sales team and maximize your revenue, consider these five new laws towards growth, which were articulated at the Revenue Summit 2018 in San Francisco by the team of Jacco vanderKooij of Winning By Design and Rob Jeppsen of XvoyantRead More
Anyone who’s worked in sales knows that price objections are common. Just when you finally sell your prospect on a particular product or service, he or she hears the price and balks. Sound familiar?
Consider this: How you respond to these price objections can make or break your business sales. Make the wrong choice, and you may destroy your margins or lower the value of your product in the mind of your customer. Respond appropriately, and you diffuse the concern and encourage the sale.Read More
You are a great salesperson, but you’re always striving to be even better. In fact, you are working toward being a superstar. Reaching your fullest potential doesn't require magic or even luck. The success of elite reps lies in their methods. By studying and adopting their conversation strategies, you can experience their level of success.Read More
If you want to start selling to enterprise customers — the coveted large accounts with bigger revenues — it’s important to first consider exactly why you want to do this, and whether you should do it. If the reason is because you’re not doing well in SMB arena, then it’s time to reconsider, because struggling in a smaller market segment is not a good harbinger for success in a larger one. However, if your sales look good and you feel that a move upstream is the next natural expansion for your company, then you might be ready to explore a new market.Read More
It can be tempting to focus on account executives as the stars of your sales team; after all, they're the ones who close deals and bring in revenue. But in an account based sales approach, every part of the sales pipeline is critical to your success — especially the folks who first speak to potential buyers, your SDRs.
Defining the SDR Role
Ultimately, it's the SDR's job to find the right contacts and keep them moving along the sales pipeline, setting account executives up for meetings and demos. However, that looks a little different in an account based sales program than in a traditional sales program. In traditional sales, the role tends to be a free-for-all, with each SDR working in isolation on any lead that comes their way.Read More
What is an ICP?
If you’re running an account based sales or marketing program, it’s critical to spend some time defining your ideal customer profile (ICP). An ideal customer profile is a description of the company that’s a perfect fit for your solution — they benefit greatly from your product, and you also get significant value from having them as a customer.Read More
Once upon a time, the success of your sales department was determined by internal metrics like how many emails they sent out, and customer service success was gauged on how quickly they got clients off the phone. But early pioneers in the account based approach are showing quality truly does trump quality — and that holds true across all channels throughout the entirety of the journey from buyer to customer and, ideally, on to "repeat buyer" status.
That means your sales department should now, more than ever, be fully invested in guaranteeing each prospect a positive customer experience. Here's why:Read More
Account based sales (ABS) is an approach that allows you to focus on specific target accounts and collaboratively execute your sales strategy. This is a team effort where sales leaders, marketing, SDRs and AEs carry out orchestrated sales activities.
This is the first in a series of posts where we’ll examine how you can use Salesforce to ABS-enable your sales team — and where the limitations of Salesforce are.Read More
It’s been quite a year for us at Groove, with lots of new features, new customers, and all-around growth. And to top it off, we’re proud to share that we were named one of the Top Sales Tools of 2017 by Smart Selling Tools. (You might remember when we first caught their eye back in June.) We couldn’t be more grateful.Read More
The 2010s have seen a meteoric rise in the power of technology and analytics for your sales department, creating a clearer picture of just what's going on inside your prospect's mind, company, and heart. From streamlining workflows to highlighting the human touch that is your most unique sales value, here's a look at the top five trends that will drive — and define — sales in 2018.Read More
With the end of the year coming up fast, everybody gets a little frantic. Whether they're hustling to spend the last of their annual budget, fretting about the endless family visits and company dinners, or — in your case — working to meet sales goals despite an array of "out of the office" emails, it seems like there's never enough time. But if you follow these four strategies, you'll see that there is more than enough time to meet — and maybe even beat — your sales goals by the end of the year.Read More
Equipping your sales representatives with the best training, scripts, and contacts is a great way to get them started — but it's just that: a start. If you want your sales team to truly succeed, you must also give them the tools to keep evolving and fine-tuning their approaches, adapting what works for each client. The following four sales analytics give you the information to identify where your techniques succeed and where they can be improved, and to track how well those improvements work.Read More
But is it worth it? And in a world where time is money, why invest time and resources in making a big change?
Here are our 3 top reasons to make the switch from a traditional sales approach to ABS:Read More
Some sales tech only does one or two very specific things. That means your reps might have numerous tools to use throughout their day, resulting in extra time spent switching between applications, and extra logins to remember for reps. And it means extra vendors to manage, more data silos, and more training for sales ops. And managers are frustrated by the lack of visibility into sales activities since folks are working across many systems.
We built Groove to help entire sales organizations save time — including the time spent switching between tools and aggregating data from numerous silos. While Groove is packed with features that boost productivity, here are the main four that can help you eliminate having to work in several different places.Read More
You may need to go beyond basic productivity-boosting strategies and try options that are designed to help reps go further. These five strategies will help you eliminate roadblocks standing in the way of optimal sales performance and allow you to elevate your top performers.Read More
A sales professional from the 1980s catapulted into a modern sales team would hardly know where to begin. Tools such as email, LinkedIn, Salesforce, and concepts like inbound marketing and software-as-a-service (SaaS) would seem like science-fiction to a salesperson used to relying heavily on the phone to conduct business. Yet the fundamentals of selling have remained unchanged; we’ve just gotten better and more innovative at doing it.Read More
I don’t know about you, but here at Groove, we’ve been looking forward to Dreamforce all year. We love meeting our customers face-to-face and making new friends with folks who might not know about us yet.
If you’re coming to San Francisco for Dreamforce, I hope you’ll get in touch! Our team would love to hear about your work and share what we’ve got in store for 2018. Swing by one (or both) of these events and say hello:Read More
Making sales pitches is never easy -- but if you can establish the right mindset right out of the gate, you'll be able to face the most common sales objections with poise and confidence.
For sales reps, getting into that mindset means doing the research to truly understand the prospect they're about to call or email, understanding their pain points, and feeling truly confident and certain that you have a solution that will solve that pain.Read More
As companies become more flat and office cultures become more open, collaboration is taking center stage in the workplace. That means coming together and sharing input more often. And that’s great! But in the sales world, how do you strike a balance between healthy competition and teamwork? And how do you avoid wasting one of your most valuable resources: time?
Let’s take a look at a few ways collaboration can help a modern sales team sharpen its skills and help reps crush their goals:Read More
Collaboration within sales teams benefits your brand as well as individual reps. Let’s take a deeper dive into some of the advantages you might enjoy:
Sales team collaboration provides a consistent message to your customers
Even high-performing, brand-driven salespeople will stray off-book every once in a while. By encouraging collaboration between departments and within your teams, you can be assured that your company’s mission and goals will always be first and foremost on their minds.Read More