The Daily Conundrum
If you’re like most sales professionals working in today’s hyper-connected, always-on environment, you struggle on a daily basis to meet your goals. The concept of work-life balance is a dated one as we continue to raise the bar on performance and financial expectations.

This struggle is real, because essentially your salespeople are tasked with 4 jobs, each of which could be a full-time job including; 1.) Outbound prospecting to ensure they have enough pipeline to meet coverage targets. 2.) Working and developing existing opportunities to meet quarterly and annual sales targets. 3.) Seeing to the needs of existing customers as they use your solution. 4.) Finally, and perhaps most tedious of all, managing internal expectations. It’s the last one where many folks desperately seek ways to simplify the process, trying to avoid duplicating updates to the various systems of record and to the many layers of sales management.

This week I interview John Raguin, CMO of Seismic.

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

John: Seismic is an enterprise-grade sales and marketing enablement solution. If I had to limit it to three ways in which it’s a game changer for sales, I would choose:

Seismic gives an unparalleled amount of time back to sales reps. Sellers spend an average of 30 hours per month searching for or finding content. Seismic helps automate much of the process of finding content by promoting it to them at the right time and helping them find what they need. If you have a team of 500 sellers, that’s an additional 15,000 hours back to them every month that they can now spend actually selling.

game chang·er
noun
an event, idea, or technology that causes a significant shift in the current manner of doing or thinking about something.
“a potential game changer that could revitalize the entire US aerospace industry”

There have never been as many game-changing sales technologies as there are today.
These game changers can help you sell more, in less time, at the right price, and with fewer salespeople. What we call the 4 Golden Goals of sales organizations.

In our 2018 Sales Tech Game-Changers series, we ask Executives several questions about how their solution can change a sales organization in a significant way.

This week I interview Jon Kondo, Founder & CEO of OpsPanda.

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

Jon: The easiest action a Sales Leader can take today to increase their forecast is to employ fine-grained, data-driven sales capacity planning that continuously aligns their selling capacity to their Plan. Unlike the current Microsoft Excel based SWAGs, estimates and averages that obscure capacity problems that plague virtually every sales organization, OpsPanda capacity planning best practices gives Sales Leaders confidence in their selling capacity throughout the year with continuous monitoring and adjustments.

There’s so much talk about Salespeople refusing to use sales tools. I’ve heard people reason that salespeople are lazy, that they aren’t tech savvy, that they’re stubborn. Those things may or may not be true for your sellers. Regardless, those aren’t the reasons salespeople don’t adopt tools. It’s really not complicated.

Disconnects occur when reps don’t experience value for THEMSELVES.

If reps aren’t using the tools – it’s usually one of two reasons:
1.) They don’t know how to use it effectively (and so they haven’t experienced the value)
2.) The downside of using the tool outweighs the upside ( in other words – it’s just not “worth” it for them)

This week I interview Greg Howe, Senior VP of Sales for Zilliant.

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

Greg: Since our founding in 1999, Zilliant has partnered with our customers by curating actionable insights hidden in their data that drive sales actions, customer relationships, and profitable growth.

Companies choose Zilliant because of our ability to uncover and prescribe specific areas that our artificial intelligence-based solution can help them grow. And they continue to keep us because our customers regularly exceed revenue and profit projections thanks to our AI.

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.

The Agent3 platform alerts sales users to their customers and prospects early stage buying intentions before their customer or prospect will have identified as ‘in-market’ to purchase.

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?

1. Set clear objectives

New hires are usually keen to please. So, let them know exactly what’s expected so they have a goal to chase.

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