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How MAPs Help Sales Reps Make More Money

What if you could accurately predict the close date of a deal well in advance or help your sales reps disqualify bad deals so they can focus on high-quality leads?
Well, these are all possible when you create a mutual action plan (MAP).

10 Elements of Effective Mutual Action Plans

A Mutual Action Plan (MAP) makes buying easier and speeds up the sales cycle; it validates the forecast and ensures reps implement process consistently.
Let’s take a look at 10 elements of effective mutual action plans

Being Buyer Centric to Close Deals Faster

Does being buyer-centric help when you’re in the trenches trying to close a deal? Can an individual contributor be buyer-centric on their own or is it an all-or-nothing initiative across the entire organization? The short answer is YES. A simple first step for an...

Proactive Ongoing Disqualification

After 50+ interviews with sales leaders at companies like Dell, Workday, Oracle, and Cornerstone, it’s clear that the best sales teams practice proactive disqualification, which is the idea that being “qualified” is not some everlasting attainment of sainthood, but...

Role of Deal Rooms in Enterprise Sales Enablement

Investing in tools for prospects to lift revenue, improve rep efficiency, and deliver more accurate sales forecasts This paper is written for sales team leadership and sales operations staff who are focused on improving sales process within...

Are you there Social? It’s me, Sales

Any sales manager who is looking to understand where the greatest gains can be made across their team should use this collaboration maturity model to evaluate individual contributors, the team as a whole, and their technology stack.

Assessing Your Team’s Sales Collaboration Maturity

Any sales manager who is looking to understand where the greatest gains can be made across their team should use this collaboration maturity model to evaluate individual contributors, the team as a whole, and their technology stack.

Time is your enemy

Understanding the cost of each additional day instills urgency to close faster and encourages reps to disqualify bad deals earlier.

Your reps get a CRM, but you give your prospects…nothing?

The most important person in the deal is not the sales rep, it’s not even the sales manager, so why do they get tools to help them navigate a long and complex deal, when the real MVPs — your prospect and their budget approver — get nothing?

Homo Erectus Absolutely Killed It

At the dawn of humanity, we only had a few tools, each one created only after careful consideration of what was actually needed to get the job done. Today we run the risk of the tools becoming the master, sucking time that should be spent with customers and spitting out process so prescriptive that our natural craftiness atrophies and we’re unable to innovate out in the wild.

A Face for Conference Calls

It might be low self-esteem, or it might be a desire to get to the demo faster, but the vast majority of sales reps never turn on their camera.No matter what the reason, Reps who hide behind the curtain are missing an opportunity to make a personal connection, a...

You only say you love trade shows when you’re drunk

Trade shows aren’t all work: who can honestly say they haven’t stripped down at an after-show party and jumped into the rooftop pool?But many sales teams just turn up at shows without a game plan, and as such they waste a massive lead gen opportunity, not to mention...

One call does not do it all

Most sales take more than one conversation. So why is the first meeting the only one that gets its own presentation? If you’re selling a complex solution, you should have a playbook that maps the entire sales cycle including what to cover in each call — promising and...

You are Donnie Brasco. Your prospect is Lefty.

It’s always risky to go to bat for someone.The champion inside your target company will be representing you, and if it goes bad, they get the blame. But you can make it safer for them to introduce you to their associates.Let’s take a look at getting on the inside,...

Why should they believe you

The world of sales is alive with the full extremes of human behavior. With both good and bad out there — and probably calling on the same people you’re calling on — how can you prove that you’re one of the good seeds who knows your industry and is worth talking to?...

Building an ROI Calculator That Always Pays Off

A couple of simple steps can turn your simple ROI spreadsheet into a killer qualifying tool while at the same time cementing your value claims with an irrefutable logical progression of A-to-B-to-C.