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How to Strengthen Your Sales Team's Ability to Forecast Opportunities and Close Deals

Sales is the engine that drives your revenue number. The process behind it deserves thoughtful attention. If your sales organization is struggling with delivering on the forecast, you could have some key holes in your sales qualification process. 

A well-defined sales process makes it easy for reps to execute and for managers to evaluate performance. 

Below we've outlined three areas of focus that can help you strengthen your sales team's ability to forecast opportunities and close deals. 

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Why Your Land-and-Expand Sales Strategy Isn't Working

There isn’t a sales organization out there that isn’t trying to increase revenue, either by selling more complex deals with their current prospects or by expanding their solution set with current customers. If you are having challenges with your own land and expand strategy, it likely comes down to how you are equipping your reps to support expansion in their accounts and how your company is aligned behind your sales enablement strategy.

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Five Critical Components of a Successful Sales Process

Efficiency and alignment are critical elements of sales productivity. An effective sales process provides a vehicle to enforce discipline, repeatability, predictability and validation of progress throughout a sale.

Most importantly, it allows for inspection and planning – in advance. Sales is the engine that drives your revenues. The process behind it deserves thoughtful attention. Here are five must-haves for every great sales process.

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Four Ways to Improve Your B2B Sales Process

Efficiency and alignment are critical elements of sales productivity. An effective B2B sales process provides a mechanism that drives repeatability, predictability and validation of progress throughout a sale. Most importantly, it allows for inspection and planning – in advance.

Sales is the engine that drives your revenues. You can't assume a great product will simply sell itself. If the value and differentiation isn't clear to the customer, even crafting the best deal will not help your reps in the field. 

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No-Fail Tips to Improve Sales Performance

Improving sales performance is a continuous effort for high-powered sales organizations. While there are a lot of levers that help move the revenue needle, there are some tried and tested methods that will have your reps selling more deals in shorter time.  

Below are our no-fail tips for improving sales performance. 

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Four Tips for Evaluating the Effectiveness of Your Sales Process

Optimizing your team's sales process is a job that's never finished. With new growth targets always part of the equation as well as changes in buyer behavior, you need a process that allows you to effectively recognize and take advantage of needed improvements.

Below are four tips for evaluating the effectiveness of your sales process.

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3 Tips to Better Understand Your Buyers

Companies that continually increase sales invest time and effort to gain a better understanding of their buyers. Learning about your customers isn't just a one-time event or short-term process. Employ strategies as you first get to know a prospect, but then continue to enhance your relationships by gathering more information after the sale.

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A Road Map for New Business Opportunities

What sales organization isn't trying to increase pipeline?

Improving the pipeline demands a sales team that's enabled to effectively execute discovery and clearly articulate value and differentiation.

Below are several checkpoints you can use with your team to help provide them a road map to new business opportunities. 

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3 Tips for Defining Your Sales Process

A well-defined sales process makes it easy for reps to execute and for managers to evaluate performance. 

Knowing the value of a defined process, here are three tips for defining or strengthening the definition of your organization's process.