by Tom Williams | Customer Story
4G Clinical: Driving urgency in a critical Covid-19 vaccine trial THE PROBLEM 4G Clinical sells trial randomization & trial supply management solutions to the largest pharma companies on the planet. 4G is in a high-growth mode, with new sales reps coming onboard...
by Tom Williams | Customer Story, Here's What To Do
ConnectAndSell: 2x Close Rate with DealPoint THE PROBLEM ConnectAndSell is a conversation weapon and revenue design system that gives sales teams 10x more live conversations per sales person per day. ConnectAndSell has a fast initial sale, but expanding a major...
by Tom Williams | Homepage-Block-1, Podcast
Podcast (John Barrows Make it Happen) Trademarks of Top Sales Reps Conversation with John Barrows on his Make It Happen Mondays Podcast We’re pleased to welcome DealPoint.io’s CEO Tom Williams onto the podcast. Tom joins us and brings a ton of ideas on how top sales...
by Tom Williams | Podcast
Podcast (James Picks Brains) Leadership Style With Tom Williams James Picks Brains: Leadership Style With Tom Williams What’s your leadership style? Tom Williams isn’t one to shout and scream at his team. His leadership style is based around leading by example and...
by Tom Williams | Here's What To Do
Detangling Covid, WFH and a Surprise Recession To Help Buying Teams Buy Remotely Here in late March 2020, in the middle of the Covid-19 lockdown, there’s been plenty of discussion on how to sell remotely. It’s great advice, and it will all help sales teams...
by Tom Williams | Here's What To Do
What’s Important Right Now? You need your team to close what they’ve got, and you need to know what’s real vs. what’s just happy ears. Your funnel probably looks like this: But when Reps work from a plan that they’ve shared with the...
by Tom Williams | Prospecting
DealPoint + Clari: Driving Mutual Success Big news: DealPoint has been acquired by Clari, the revenue operations leader. Since we founded DealPoint, we’ve focused on making the entire economy slightly more efficient. We’ve never taken investment, we’ve been fortunate...
by Tom Williams | Podcast
Podcast (Sales Hacker) Survivors Make Plans: Get Your Mutual Action Plan Into Gear Conversation with Sam Jacobs of Revenue Collective and Sales Hacker. The Sales Hacker podcast is one of the big ones. Sam Jacobs knows the business of sales, and we had a fantastic...
by Tom Williams | How to use MAPs
MAP 101 — When to Share Your MAP Part II of boring MAP best practices MAPs are the perfect discovery device Most practitioners say bring out your MAP after you have a green light on the contract, and use it to push through the paper process (the...
by Tom Williams | Prospecting
MAPs are the perfect discovery device Most practitioners say bring out your MAP after you have a green light on the contract, and use it to push through the paper process (the “P” in MEDDPIC). The best practice we’ve seen from our customers is introducing it earlier,...
by Tom Williams | Homepage-Block-1, Here's What To Do, How to use MAPs
MAP Template Builder Hands up if your sales process is in your head. That’s ok, but it’s a lot easier to share when it’s on paper… especially the bits where you need buy-in from customers. So Alice Heiman and DealPoint put our collective best thinking into this...
by Tom Williams | Prospecting
by Tom Williams | Homepage-Block-1, White Papers, Here's What To Do
MAPChallenger! A DealPoint Whitepaper When we read the second Challenger book, Challenger Customer, we got truly excited. Some of the leading thinkers in the industry were saying buyers need help buying. We concur! But if you don’t have an easily adoptable...
by Tom Williams | Homepage-Block-1, How to use MAPs
by Tom Williams | Prospecting
What’s your desired future? A good rep would never demo before discovery, so let’s talk about the desired future of your sales team. Hit me We DQ early & often We close the deals we pursue Every rep beats quota Our dates don’t slip NameWork Email PhoneSales team...
by Tom Williams | Homepage-Block-1, White Papers
MAPMEDDPICC! MEDDIC is a great methodology because it’s not too prescriptive, and with the freedom to add just about any letter of the alphabet to it — MEDIC, MEDDICC, MEDDPICC, MEDDPICCR – it’s flexible enough to meet every org’s needs....
by He Llo | deprecated
by Tom Williams | Podcast
Podcast (Criteria For Success) Buyer-Centric Sales Let’s Talk Sales with Elizabeth Frederick Happy Monday, Let’s Talk Sales listeners! This episode’s featured guest is Tom Williams. Tom is the Co-Founder and CEO of DealPoint.io, a tool that helps...
by He Llo | Here's What To Do
by He Llo | deprecated
by He Llo | How to use MAPs
by DealPoint Support | Getting Started, Knowledge Base
Search for: Recent Posts Installing Chrome Extension Templates Teams Team Roles CRM Integration CategoriesCategories Select Category ABJ (12) CRM (1) CRM Integration (2) Downloader (5) Feature Tour (4) Getting...
by DealPoint Support | Feature Tour, Knowledge Base
Search for: Recent Posts Configure your first MAP Platform Tour 5 Minute Rep Config Repeat After Me: a MAP is NOT about YOUR SALE How Sales and Marketing Can Work Together to Deliver A Better Buying Experience DealPoint has a few different views to simplify...
by DealPoint Support | Getting Started, Knowledge Base
Search for: Support Home 5 Minute Rep ConfigConfigure your first MAPCRM IntegrationInstalling Chrome ExtensionPlatform TourSharingTeam RolesTeamsTemplates The first step to a new MAP is to customize the template for this specific deal. You can do the first...
by DealPoint Support | Knowledge Base
Search for: Recent Posts Installing Chrome Extension Templates Teams Team Roles CRM Integration CategoriesCategories Select Category ABJ (12) CRM (1) CRM Integration (2) Downloader (5) Feature Tour (4) Getting...
by DealPoint Support | CRM Integration, Knowledge Base
Search for: Support Home 5 Minute Rep ConfigConfigure your first MAPCRM IntegrationInstalling Chrome ExtensionMAP OverviewPlan Dating – Start Date vs. Target DatePlan Dating – Updating TimelinePlatform TourRolesSharing DealPoint integrates with...
by DealPoint Support | Knowledge Base
Search for: Support Home 5 Minute Rep ConfigConfigure your first MAPCRM IntegrationInstalling Chrome ExtensionMAP OverviewPlan Dating – Start Date vs. Target DatePlan Dating – Updating TimelinePlatform TourRolesSharing DealPoint enables highly...
by DealPoint Support | Feature Tour, Knowledge Base
Search for: Support Home 5 Minute Rep ConfigConfigure your first MAPCRM IntegrationInstalling Chrome ExtensionMAP OverviewPlan Dating – Start Date vs. Target DatePlan Dating – Updating TimelinePlatform TourRolesSharing Knowing the kinds of people...
by DealPoint Support | Getting Started, Knowledge Base
Search for: Support Home 5 Minute Rep ConfigConfigure your first MAPCRM IntegrationInstalling Chrome ExtensionMAP OverviewPlan Dating – Start Date vs. Target DatePlan Dating – Updating TimelinePlatform TourRolesSharing Plans change. DealPoint makes...
by DealPoint Support | Getting Started, Knowledge Base
Search for: Support Home 5 Minute Rep ConfigConfigure your first MAPCRM IntegrationInstalling Chrome ExtensionMAP OverviewPlan Dating – Start Date vs. Target DatePlan Dating – Updating TimelinePlatform TourRolesSharing There are two ways to define a...
by DealPoint Support | Feature Tour, Knowledge Base
Search for: Recent Posts Installing Chrome Extension Templates Teams Team Roles CRM Integration CategoriesCategories Select Category ABJ (12) CRM (1) CRM Integration (2) Downloader (5) Feature Tour (4) Getting...
by DealPoint Support | Feature Tour, Knowledge Base
Search for: Recent Posts Installing Chrome Extension Templates Teams Team Roles CRM Integration CategoriesCategories Select Category ABJ (12) CRM (1) CRM Integration (2) Downloader (5) Feature Tour (4) Getting...
by DealPoint Support | CRM Integration, Knowledge Base
Search for: Support Home 5 Minute Rep ConfigConfigure your first MAPCRM IntegrationInstalling Chrome ExtensionMAP OverviewPlan Dating – Start Date vs. Target DatePlan Dating – Updating TimelinePlatform TourRolesSharing DealPoint integrates with...
by Tom Williams | White Papers
A maturity model helps organizations understand how sophisticated their strategy & process is for a particular capability or business process. The first capability maturity model was created by the DoD in the 1990s, but since then the idea has extended from...
by Tom Williams | Here's What To Do
Editor’s note: this post from 2016 needs a hardcore update, like please please don’t use miracle accelerators in place of digging deeper into how to juice the operating levers of your buyer’s business process. But we’re all learning...
by Tom Williams | deprecated
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...
by Tom Williams | Here's What To Do
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,...
by Tom Williams | deprecated
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...
by Tom Williams | Here's What To Do
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...
by Tom Williams | Here's What To Do
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...
by Tom Williams | Here's What To Do
At the dawn of man 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...
by Tom Williams | Here's What To Do
The most important person in the deal is not the sales rep, it’s not even the sales manager, so why do we spent $6600 on tools for sales reps to help them navigate a long and complex deal, when the real MVPs — the Buyers — get nothing?Let’s look at how we can...
by Tom Williams | deprecated
Time is your enemy The longer your sales cycle, the greater the chance that a competitor swoops in or some other issue takes priority and kills your deal. On the other hand with better transparency and more process, a faster sales cycle pulls revenue into this quarter...
by Maryann Thomas CloudTask | deprecated
The Pros and Cons of Using Managed Services to Generate B2B Sales Leads A guest blog by Maryann Thomas, at CloudTask If you’re looking to grow your organization or are struggling with sales, you may be considering hiring an outsourced sales team to improve this area...
by Tom Williams | Here's What To Do, Prospecting
Whether you’re a soloprenuer or managing social for a company with a sales team, for most people, the goal of social is to bring customers in to your sphere, and get them ready for a sale. If that involves anything more than self-serve, then Social can really help...
by Tom Williams | Podcast
Sales is one of the hardest jobs in any organization. Sometimes optimism keeps sellers from recognizing the truth of the situation because they are focused on commission. On today’s episode, we’ll talk to Tom Williams, CEO of DealPoint, about getting buyers and...
by Tom Williams | deprecated
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...
by Tom Williams | Podcast
In this episode we talk to Tom Williams, CEO of DealPoint.Deals that will never close come at a huge opportunity cost to B2B sales teams. Tom shares how proactive, ongoing disqualification leads to more successful sales teams.He breaks down how to disqualify bad deals...
by Tom Williams | White Papers
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...
by Tom Williams | Podcast
Tom Williams and Bruce Scheer of the Sales Conversation blog talk about being buyer-centricEpisode OverviewIn this episode, Tom Williams, co-founder, and CEO of DealPoint and I talk about taking a buyer-centric approach in influencing the buying process.Energy Being...
by Tom Williams | Podcast
Conversation with Chris Ortolano and Kevin Greene You’re on the phone with a prospect, they expresses interest, but unable to commit to a firm “yes” or “no” to move the deal forward. What does it take to “Breakthrough or...
by Tom Williams | Here's What To Do
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...
by Tom Williams | Podcast
Conversation with Andy Paul of The Sales House If you didn’t have a chance to attend, please enjoy the webinar I hosted with Tom Williams. Tom, the founder and CEO of DealPoint, is passionate about quickly disqualifying prospects unlikely to buy from you. We...
by Tom Williams | How to use MAPs
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.At its most basic, a Mutual Action Plan answers the question “who...
by Tom Williams | How to use MAPs
How MAPs Help Sales Reps Make More Money Using a MAP can increase close rates, accelerate the sales cycle, and improve forecasting. 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...
by Tom Williams | How to use MAPs
Coach Your Sales Reps to Disqualify Bad Opportunities Increase sales productivity and meet revenue goals by disqualifying bad prospects Bad opportunities in your sales pipelines are worse than no opportunity at all because they distract sales reps and divert resources...
by Tom Williams | Podcast
Conversation with Jan Kartusek of Entrepreneurs in B2B Sales Jan speaks with Tom Williams the CEO at Dealpoint Listen as Tom talks about how to sell more effectively and faster when doing enterprise sales by being more transparent with your buyers and how his...
