Using Transcripts to Improve Close Rates

Using Transcripts to Improve Close Rates One of the benefits of using web-meeting software to conduct sales meetings is that every conversation between a prospect and an account executive can be recorded. In fact, almost all of the leading packages such as Go-to-Meeting or Web-ex provide this functionality. At CrossBorder Solutions we initially taped every […]

High Call Volume

High Call Volumes The Holy Grail of a Successful SDR Operation Most CRM systems such as SalesForce or SalesLoft provide SDRs with various ways to access their que of names. Either the professional can scroll through their pipeline or even see it in a generated daily call list. In either case, the SDR has the […]

Stages of a Sales Assembly Line

Stages of a Sales Assembly Line The following description is the optimal breakdown of roles along a fictional software sales assembly line, along with a brief description of each assembly line worker’s principal tasks. Modern Business Models Sales purists will immediately notice that marketing was given a role on the sales assembly line. In many […]

Forecasting

Forecasting Accurate forecasting is not a nice to have but instead is a critical task of sales management. In the early stages of a company’s life cycle, forecasting is difficult because the volume is not there. But after a company achieves product market fit and is ready to scale, in a high volume environment, at […]

Improving the SDR Reach Rate

Improving the SDR Reach Rate The foundation of our success was our internal software system and its ability to incorporate the sales assembly line methodology. The company never would have been able to achieve what it did without this solution. Below are some strategies that can be employed to improve the reach rate of an […]

Specialized Technology to Manage and Optimize a Sales Assembly Line

Specialized Technology to Manage and Optimize a Sales Assembly Line When a single craftsman manufactured a product, he needed only needed a relatively unsophisticated tool set to be successful. This ceases to be the case in an assembly line environment. Not only does each worker need specialized tools that enable them to perform their repetitive […]

References

References If your outbound sales effort is scaling successfully it is likely that a lot of references are going to be needed. Of course, everything should be done to ensure that a reference is only used in cases where there is a high likelihood that the prospect is going to buy. However, as a practical […]

Building a Sales Assembly Line

Building a Sales Assembly Line Before the industrial revolution, “craftsman” production was the principal form of manufacturing. Under this approach, a single worker would be solely responsible for completing a product from start to finish. This was relatively inefficient, as the craftsman could only manufacture a relatively small number of products, of uneven quality, at […]

Additional Benefits of Specialization

Additional Benefits of Specialization The theory of specialization can provide a web-meeting sales assembly line seller with other benefits. The Theory of Specialization Traditionalists often argue that having specialized resources actually decreases the number of appointments obtained and lowers the renewal rate because the specialist will be less skilled than the salesperson, who is the […]