The Noted Analytics Blog
Pair your team with sales coaches, every time.
Every single sales person on your team should be paired with a sales coach. Lets review the stats and you tell me if you are on board….. 90% of companies are behind plan <30% of reps are hitting quota 300,000 sellers laid off Avg tenure of VP Sales <17 months...
Call review, but for opportunities….
What are you looking for in a gong call?? There is tone and then there is body language, but outside of that, should the remaining not already be in salesforce? The framework for an opportunity is outlined (HERE for MEDPICC and HERE for GAP) but this should be your...
Guide to coaching your senior reps
Coaching a senior rep is never easy - the mindset for years has been that we let them do what they do. But win rates have dropped by 15%, sales cycles have lengthened by 32% and average deal sizes have dropped by 32% - this bad new courtesy of Ebsta/Pavillion b2b...
Treating every sale like a buyer
You sold the champion, they are going to escalate this to the next level and now you have to navigate the waters of the organization to the top. What are they looking for? - Budget, timeline, how much effort is involved, scaling the risk and how much does each...
How to create sales pipeline after SaaStr
Seventeen. That's how many emails I unsubscribed from today. Noted Analytics sponsored SaaStr Annual last week in San Mateo, CA so I went and met a lot of different software vendors. And here comes the wave of generic emails flooding my inbox. As sellers, we have to...
Deal Push
Forecasting can not be predicted with 100% accuracy but, just like insider trading, if you have a better understanding of the problems we are about to face, you can better position yourself to secure the outcome. And unlike insider trading, this won't put you in jail....
Coaching your reps is cheaper than going to find more top of funnel.
Attrition - “the action of gradually reducing the strength or effectiveness of someone or something through sustained attack or pressure.” Even our most effective sellers can start to tune out, it's become the norm of senior sellers to be left to their own devices...
Late-stage deal coaching is costing you money
Discounts. Long cycles. Low average sales price. High customer acquisition. What does it all have in common? ↓↓↓↓ (Too) Late-Stage Deal Coaching (Too) Late-Stage Deal Coaching fails to make an impact on outcomes. This is when a sales rep has...
This one question will improve your win rate
Who can say no? One of my advisors said this to me and I was embarrassed because I didn't know the answer. It struck a chord with me because I knew why I didn't know the answer. I didn't want to know! It's much more pleasant and exciting to speak with the Champion....
4 things to do before your next discovery call
4 things to do before your next discovery call The discovery call is the most important meeting in a sales cycle. It's the key to running faster sales cycles and increasing your win rate. There are plenty of blogs that tell you what to do during calls. This blog will...
Is MEDDIC working for you? Here are 3 ways to find out
If you are in B2B sales, you are probably following a sales framework like BANT, MEDDIC, Sandler, or Gap Selling.
Here’s how you know if it’s working and what impact it’s having.
Lunch w/ David Priemer (Cerebral Selling)
When was the last time you put yourself in your customers’ shoes? David Priemer says that the ability to show empathy and understand your prospects’ point of view is critical to building a connection and establishing trust. In fact, empathy represents a crucial...
Top 3 Reasons Why Sales Managers Leave Money on the Table
Whether you hit your sales targets or not this year... You left money on the table. How do I know this? Because we all did. And if you’re like me, this is an extremely motivating. So let’s break this down a little further by getting into the top 3 reasons......
Hiring, Recruiting, Onboarding & Retention by AA-ISP Boston
AA-ISP Boston chapter had a fun event last night at Workable about Hiring, Recruiting, Onboarding & Retention. These were some of my favorite takeaways from the speakers: Rachel Bates (Workable)Rachel shared some of her favorite questions to ask a candidate,...
Lunch w/ Liz Pulice, Brainshark
Liz talks about how Sales Enablement has evolved over the year and shares what she's learned along the way. Getting Reps to 'Be Field Ready'. Liz Pulice's key to driving strategic sales enablement initiatives and getting reps 'Field Ready' at Brainshark can be broken...
Rate My Pitch
Would your cold email stand up to the scrutiny of some of the best sales leaders? Probably not. No worries, mine wouldn't have either. That's why I got so much out the "Rate My Pitch" event expertly ran by Rishi Mathur and featured Ryan O'Hara, Ashley Welch, Nick...
B2B Sales & Marketing Exchange (#B2BMX)
"Sales and Marketing Leveragement"(sic) and "Compensation for Desired Outcomes". Those were my two biggest takeaways from the B2BMX conference this week. Jared Jost and Kevin Dorsey shared how the sales and marketing team at PatientPop Inc. come together to maximize...
Lunch w/ Danielle Silva, Capital Advisors Group
Danielle shares early sales career advice and how she brings value to her customers. Early Career Advice "You're persistent but not a pain to talk to". Danielle Silva (Capital Advisors Group) said this was one of the best compliments she has ever gotten as a sales...
“The Cadence of Excellence” by Matthew McDarby
I met Matt McDarby at a Sales Hacker conference a few years back and have been a big fan of his content on LinkedIn ever since. When I saw that he released a book, I knew I had to check it out. If you are a Sales Leader or want to become a Sales Leader, I highly...