This week I interview Clive Armitage, CEO of Agent3.

Nancy: What are the top 3 ways your solution changes the game for a sales organization?

Clive: The Agent3 platform is a unique SAAS solution that helps organizations better understand the buying intentions in their key and named accounts by aggregating massive amounts of data from public and premium sources.

As a sales leader, onboarding new hires quickly should be a top priority. Why? When your sales ramp rate is poor, it’s a huge drain on resources that can prevent you from hitting annual targets. It costs your company time and money that it could put toward new hires and increased sales.

So, how do you implement a great sales ramp rate that sets you up for success and lets your sales team soar?

This week I interview Garry Mansfield, Founder of Outside In Sales & Marketing.

Nancy: What are the top 3 ways your solution changes the game for a sales organization?

Garry: Selling tools from Outside In help B2B sales teams to increase competitive advantage. They do so by increasing the operational productivity of the sales team. Sales managers use the output from the tools to shift the emphasis of their interventions towards coaching, and business leaders have detailed data at their fingertips to inform decision making. 

This week I interview Greg McBeth, Head of Revenue at Node.

Nancy: What are the top 3 ways your solution changes the game for a sales organization?

Greg: Node helps clients proactively discover new opportunities across sales, marketing, and revenue operations.

Total Addressable Market Analysis and Prioritization: Node can identify the number of people and companies in your TAM, analyze each segment and help prioritize those with the most opportunity, and help align resources to most effectively capture value in each segment.

Forecasting is an evidence-based process that weights all the available evidence. The role of the forecast is to show what is probable and realistic and it should confirm that set targets are achievable. It’s often the case that targets are set ahead of time and are not supported by hard evidence e.g. this year’s target is “last year + 10% because we feel good about the business and have some evidence of increased demand.”

The forecast should be built using analytics rather than being a simple extrapolation of what’s in the pipeline. Analytics is used to interpret the opportunities, apply weighting based on historical data, and with this approach a more accurate and considered forecast is produced.

PipelineDeals was founded in 2006 with the mission to give any business the power to build game-changing relationships. We’ve been successful because we understand the value of the sales process and how to drive effective relationship management. PipelineDeals was created with the salesperson in mind, how they function, what they need, and what will help them to succeed. 

One of the most important things a salesperson must do is maintain significant business relationships. Insights into those relationships are dynamic, and the best salespeople are always aiming to nurture them.

A dozen years ago, if you asked the average sales leader about their sales enablement strategy, the likely response would’ve been, “Huh?”

It’s not as if companies in years past weren’t training and enabling their sales forces; it’s just that the term “enablement” wasn’t yet a common part of the B2B sales lexicon. (Then again, back then most people didn’t know what YouTube was either.)

Flash forward to the present, and the number of companies with dedicated sales enablement functions has more than tripled since 2013, reports CSO Insights.