Partners in Excellence

FEBRUARY 23, 2023

As much as we obsess on winning, hitting our goals, earning commissions; we are actually pretty bad at it. Winning is so fundamental to the culture of selling, yet we are really bad at it! Maybe, I’m a little old school, but one of the most important sales metrics for me has been our win rates!

Pipeline 73

Pipeline Cross-sell Commission Quota 73

Understanding the Sales Force

MARCH 7, 2023

If that makes senses, why do companies struggle when I am unable to instantly tell them what their win-rate or closing percentage should be? There are so many the variables that can influence your sales win-rate and here are my top ten keys to win rates:

Electricity 112

Electricity Closing Sales Consult 112

PandaDoc

APRIL 3, 2023

Your company’s sales managers only have a select number of sales reps to work with, and those reps only have a limited amount of time to close deals. A good sales pipeline management strategy is essential because every potential opportunity uses up your most valuable resource — time.

Pipeline 98

Pipeline Legal Quota Sales 98

Understanding the Sales Force

JANUARY 9, 2024

Back in August, I wrote an article about Dinger’s torn ACL and how the Veterinarian went about her sales process to strongly recommend (sell us) the most expensive surgery. ” While some of those quotes or proposals convert to sales, many more do not. Kudos to the Vet! Why is this important?

Repeat business 77

Repeat business Price Conversion Sell 77

Understanding the Sales Force

JANUARY 9, 2024

Back in August, I wrote an article about Dinger’s torn ACL and how the Veterinarian went about her sales process to strongly recommend (sell us) the most expensive surgery. ” While some of those quotes or proposals convert to sales, many more do not. Kudos to the Vet! Why is this important?

Repeat business 62

Repeat business Price Conversion Sell 62

SalesLoft

MAY 13, 2024

We found that when sales reps and buyers discuss timing and objections early on in a deal cycle, those deals tend to accelerate to the next stage faster and are more likely to move to closed won. Salesloft’s data science team recently gathered insights from over 2,000 meeting recordings and transcripts associated with more than 1,200 deals.

Contract 52

Contract Drivers/motivators Meeting Follow-up 52

Understanding the Sales Force

SEPTEMBER 27, 2022

A client was having great success using OMG (Objective Management Group) to assess their sales candidates and they assumed the sales candidate assessment was the only thing OMG offered. In this article, I thought it might help if I share a bit of what they learned about their sales team.

Technique 104

Technique Pipeline Sales Follow-up 104

SaaStr

JANUARY 20, 2022

Q: Sales team has a 7% win rate over last 6 months. How do I keep sales from failing? Not to be too much of a Pollyanna — but a 7% win rate isn’t all bad. A 7% win rate certainly means you are losing 93% of deals … but it also means you are getting invited into a ton of deals. Are We Failing?

Sales 97

Sales Growth Closing Engineering 97

Force Management

FEBRUARY 23, 2022

Whether you've recently launched a sales initiative or are simply looking for ways to support your sales team as the quarter progresses, one thing is certain — you've got numbers to hit. After all, great selling is great selling.

Launch 135

Launch Closing Sell Sales 135

Partners in Excellence

JANUARY 17, 2022

I wrote, Win/Loss Analysis–Are You Learning As Much As You Should? As I mentioned in that article, I continue to be amazed by how casually we treat win rates and how little we understand what causes us to win and lose. When I ask sales managers and people for this data, they don’t track it.

Quota 67

Quota Pipeline Prospecting Consult 67

Force Management

APRIL 29, 2021

Our April episodes cover sales fundamentals that reps can implement right now to improve win rates and margins. Review each episode below, and encourage your sales reps and managers to listen in. Review each episode below, and encourage your sales reps and managers to listen in.

Price 79

Price Closing Sales 79

Sales Hacker

FEBRUARY 17, 2021

analyzing how often Directors and Executives are involved in the sales process. Scott pulled the research from Chorus, which reported that over five weeks (~May-June 2020), 88% more directors have been joining calls and 72% more executives are joining sales calls on the sell side. What is the “ham and egg” method?

Sell 121

Sell Contract Pitch Up-sell 121

Sales Hacker

APRIL 12, 2021

Selling in the face of sales objections can be tough. We analyzed 224K+ sales calls spread over 2 million minutes to uncover the truth about the impact of the most common sales objections on deal outcomes. Are sales objections just a mind game? I know just how tough sales can be. “No Don’t get me wrong.

Trust 129

Trust Up-sell Prospecting Drivers/motivators 129

Partners in Excellence

APRIL 12, 2022

Every year, we see decreases in % of sales people making their goals. As I start peeling back the numbers, reinforced by data from the research firms, I start seeing win rates at 20% or less! We’re winning fewer than 5 deals we qualify! Why aren’t we seeking to drive much higher win rates?

Pipeline 68

Pipeline Pitch Start-ups Product 68

SaaStr

MARCH 30, 2021

A very high close rate sounds great. Few things will demotivate your sales team more than a very low win rate. But a low win rate is, if nothing else, clearly an opportunity. So if you are “in” deals but not winning enough — use this as a roadmap to just level up a bit.

Growth 110

Growth Closing CRM Engineering 110

Iannarino

FEBRUARY 28, 2024

9 Questions B2B Sales Leaders Must Answer Why isn’t improving B2B sales effectiveness your most important initiative? Over the last two decades, many sales leaders have chased every shiny object that was put in front of them. It is impossible to identify anything more important than increasing sales win rates.

B2B 190

B2B Objectives and Key Results Pipeline Sales 190

Highspot

JANUARY 10, 2020

In their recent Sales Enablement Analytics Report, Sales Enablement Pro echoed a similar sentiment. The report found that organizations that established and tracked enablement metrics achieved higher win rates and ROI. Take, for instance, sales proficiency metrics. Tracking Proficiency Metrics.

Drivers/motivators 105

Drivers/motivators Product Closing Sales 105

Iannarino

JUNE 28, 2023

There is nothing more important for a salesperson than sales effectiveness. If you want to measure your sales effectiveness, look at your win rate. The higher your win rate, the more effective you are. The lower your win rate, the less effective you are.

Sales 250

Sales Contact Conversion 250

Membrain

APRIL 17, 2022

Every year, we see decreases in % of sales people making their goals. We struggle to hit our goals, make our numbers. At the same time, our solution to try to make our numbers is driving increases in volumes and velocity.

Sales 154

Sales 154

Iannarino

APRIL 9, 2024

As your win rates increase, and your team’s ability to win deals also increases, you can add additional opportunities without the cost of the waste of using your team’s time and energy that produces only wasted opportunities.

B2B 249

B2B Sales Product 249

Partners in Excellence

DECEMBER 7, 2021

I get into a lot of conversations with sales people and leaders about winning business. Win rates are too low, I ask people what they think they need to do to increase the win rate. Both of these are qualification issues, and the fastest way to improve sales performance is to disqualify more viciously.

Start-ups 68

Start-ups Price Up-sell Conversion 68

Iannarino

MARCH 5, 2024

Maximizing Sales Success: Understanding and Reducing the Error Rate in 2024 It is crucial for a salesperson to know their win rate. If you are a sales leader or manager, you should be aware of your team's average win rate, as well as each individual’s win rate.

B2B 160

B2B Pipeline Sales 160

Gong.io

DECEMBER 10, 2020

We analyze sales conversations and deals using AI, then share the results to help you win more deals. If you’ve been in sales for longer than 30 seconds, you’re probably been told, You have to get to the decision maker! Sales leaders in every one-on-one? Here’s how selling to—or neglecting—DMs affects your win rates.

Sell 118

Sell Pipeline Up-sell Closing 118

Hubspot

OCTOBER 26, 2020

Of the many sales metrics that businesses track, none is scrutinized more closely than the prized win rate. When a company has clearly defined win rate criteria, calculates its win rate frequently, and takes insight-based action to improve win rate, it is setting itself up to turn a higher percentage of prospects into customers.

Objectives and Key Results 90

Objectives and Key Results SQL Sales Prospecting 90

Membrain

OCTOBER 30, 2022

Isn't it awesome when you learn about new tricks your computer, phone or software can do that you weren't previously aware of? I've been using a number of new widgets on the home screen of my iPhone 13 and I love how quickly I can get or enter information!

Sales 132

Sales 132

Iannarino

MAY 22, 2023

Many sales leaders believe that they will achieve their sales goals by increasing the number of new opportunities their sales team creates. The reason they demand more opportunities is because they know their sales reps will lose deals.

Sales 260

Sales Pipeline 260

Iannarino

SEPTEMBER 23, 2023

From win rates and quota attainment to prospective clients’ opinions of salespeople, all the important KPIs in B2B sales have collapsed all at once. At one point, technology held exciting promise for our industry. Now, it is ubiquitous and banal.

Quota 276

Quota B2B Sales Clients 276

Iannarino

NOVEMBER 1, 2022

The close rate, also called the win rate, is a common statistic for measuring sales effectiveness. The average close rate for outside sales professionals is commonly identified as 40 percent. Other statistics suggest all salespeople combined have a close rate of less than 20 percent.

Closing 267

Closing Government Outside Sales Sales 267

Iannarino

SEPTEMBER 15, 2023

Every year, usually at the sales kickoff meeting , a sales organization will provide training. There are several reasons to use a different approach, especially if you want to improve your win rates. If they provided negotiation training last year, this year they might focus on discovery.

Negotiate 248

Negotiate Sales Meeting 248

JBarrows

OCTOBER 14, 2021

Ingram hosts “Proven Sales Tactics to Help You Increase Your Win Rates up to 25%” SPONSORED BY PROLIFIQ.AI appeared first on JB Sales. The post WEBINAR: Morgan J.

Sales 95

Sales 95

Partners in Excellence

JANUARY 9, 2020

Periodically, we do deep research on what drives winning. A couple of years ago, I revealed some of the research in, “In Examining 27,357 Wins, 95% Of Sales People Did This One Thing.” I win deals when I wear my blue suits. To be fair, I also win deals when I wear my grey suits. All I can think is WTF?

Customers 63

Customers Sales 63

Iannarino

FEBRUARY 18, 2023

Most of the time, sales organizations accept their reps’ low win percentages and the linear stages of the sales process. One of the reasons for this is that it allows sales leaders to use a weighted pipeline to produce an accurate sales forecast. We'll use simple math here as an example.

Pipeline 245

Pipeline Sales Process 245

Iannarino

APRIL 17, 2023

Avoiding common pitfalls can help you improve your sales performance and allow you to achieve your sales goals. Some of these mistakes result from novel sales scenarios you have never experienced. Doing so will improve your performance and your win rate. But most of them are known, making them easier to avoid.

Quota 248

Quota Sales Closing 248

SaaStr

NOVEMBER 17, 2019

And after all the good news, I’ll hear, “And we win almost every deal.” A high win rate does keep you very capital efficient. >> If there’s any sign you aren’t pushing hard enough, or marketing enough, or just plain not getting out there enough, it’s a perceived 90%+ win rate. . >>

Niche 77

Niche Start-ups Closing Presentation 77

SalesHood

SEPTEMBER 7, 2021

With the sales enablement market maturing there's a growing focus on proving value, quantifying impact, and yielding the outcome and sales win rate we expect. Even though companies heavily focus on win rate, the reality of current sales performance is outcomes are still far below expectations.

Sales 52

Sales 52

Veloxy

JANUARY 2, 2024

As a sales leader, your efforts directly impact the company’s stability and growth. However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. However, it’s not due to a lack of effort by the sales team.

Product 246

Product Territory Objectives and Key Results Sales 246

Iannarino

OCTOBER 28, 2022

Are your team’s win rates dwindling while your sales cycle stretches into eternity? If so, you’re likely looking for ways to increase sales productivity for your team.

Product 249

Product Sales 249