Ran sales at Predictable Revenue for 4 years, here's what we use:
- process first
- then train people
- then find software to enable the process
I imagine dev may be similar so apologies for the covering the bases. I find many people jump into tools without building good process first.
For process - start with your pipe and qualification stages (if you want a helpful breakdown search Jaimie Buss MEDDPICC - she's VP Sales at Zendesk and forecasts quarterly rev within 1%).
Then figure out your call plans (scripts/outlines) based on above qual methodology.
If you do those two manually in Google sheets you'll be better off than wasting time implementing tech.
- process first - then train people - then find software to enable the process
This is golden advise. Most companies go in opposite direction - good salespeople sell BS, software is purchased, frustrated people work with it, and noone reaches the process part, which is of outmost importance here.
It's much easier to rely on salespeople who promise "revenue increase XX% after buying" which is at least misleading.
Thank you for the process first suggestion. Looked into MEDDPICC and looks quite interesting. Any other recommendations on resources to get started on a good sales process for someone without a sales background?
Comments
Ran sales at Predictable Revenue for 4 years, here's what we use:
- process first - then train people - then find software to enable the process
I imagine dev may be similar so apologies for the covering the bases. I find many people jump into tools without building good process first.
For process - start with your pipe and qualification stages (if you want a helpful breakdown search Jaimie Buss MEDDPICC - she's VP Sales at Zendesk and forecasts quarterly rev within 1%).
Then figure out your call plans (scripts/outlines) based on above qual methodology.
If you do those two manually in Google sheets you'll be better off than wasting time implementing tech.
FWIW:
CRM = salesforce Engagement = outreach Data = zoominfo Notes = Dooly
That last one is more important than it seems because it ties together your methodology and your CRM when done well.
This is golden advise. Most companies go in opposite direction - good salespeople sell BS, software is purchased, frustrated people work with it, and noone reaches the process part, which is of outmost importance here.
It's much easier to rely on salespeople who promise "revenue increase XX% after buying" which is at least misleading.
Thank you for the process first suggestion. Looked into MEDDPICC and looks quite interesting. Any other recommendations on resources to get started on a good sales process for someone without a sales background?
+1.