All posts containing sales


How Our Sales Team Use Checklists to Identify Sales Opportunities & Close Deals

How Our Sales Team Use Process Street

“To succeed, jump as quickly at opportunities as you do at conclusions.” – Benjamin Franklin

Is your sales team prioritizing their time and channeling their efforts for the highest return? Are you sure you have the systems in place to take advantage of every sales opportunity that presents itself to you, from outreach to closing the deal?

Over the years, our sales team has built a few processes that help them maximize the impact of their daily recurring tasks. In turn, these processes are partially responsible for helping us along the way to over 450,000 registered users, including likes of Colliers, Salesforce, Accenture, Spotify, and Airbnb.

In this Process Street article I’ll share some of those sales processes with you.

We’ll cover how our sales team has used checklists to:

  • Identify & lock-onto our highest value leads: According to the CMO Council, lost productivity and poorly managed leads cost companies at least $1 trillion every year. We don’t want to even lose $1 due to lost productivity. By using Process Street our sales team can manage leads efficiently.
  • Quickly and easily respond to requests for trial extensions, discounts, upgrades, and more: From trial extensions, pricing, product explanation, and demos, a Process Street checklist can be created and run for all sale requests, standardizing processes and keeping teams abiding by best practice.
  • Capture important information during the sales cycle: According to Accenture, 42.5% of sales reps take 10 months or longer before they contribute to the company goals. Capturing sales data helps Process Street’s sales team create actionable sales insights, insights both the sales leaders and reps can refer to and rely on to better reach their goals.

These processes are mainly used by our Account Executives every day – and I’ll cover how each of the checklists map to each stage of the sales cycle.

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How Salesforce Uses Process Street for Effective Client Onboarding

How Salesforce uses Process Street for Effective Client Onboarding and Business Growth

A SaaS heavyweight & one of the largest tech companies in the world with over 49,000 employees in 28 countries, Salesforce has built the worlds most successful CRM – not to mention the tallest building in the Western US, the Salesforce Tower.

In this post we look at how Salesforce Datorama, a marketing intelligence and analytics platform, does client onboarding (and more!) with Process Street. We hosted a webinar with Salesforce Datorama’s senior success consultant Alex Hauer, to reveal their secrets.

Process Street is a no-code workflow software designed to help teams make recurring work fun, fast and faultless. We serve over 450,000 registered users including Salesforce as well as other tech giants like Spotify and Airbnb.

(Salesforce Ventures also participated in our recent $12 million Series A led by Accel, alongside Atlassian and others! 🎉)

Salesforce uses Process Street to help their customers learn how to use the product. The customer success team follow Process Street checklists, and even create checklists for the customers to follow directly.

Process Street has helped Salesforce scale best practices, increase new feature adoption, and easily follow & track customer progress.

Let’s see how Salesforce do it, and how you can do it too!

Let’s jump straight to it.
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11 Game-Changing Sales Metrics & How/When to Use Them

Molly Stovold
November 25, 2020

11 Game-Changing Sales Metrics & How When to Use Them

“Half the money I spend on advertising is wasted; the trouble is I don’t know which half.”John Wanamaker, 19th-century marketing pioneer

Fortunately, it’s no longer the nineteenth century.

Thanks to wondrous advancements in technology, you now have all the tools you need to determine exactly what is working within your sales processes and why.

How? Through the use of sales metrics.

Sales metrics help to identify the strengths and weaknesses of your marketing and sales strategies. They also provide insight into how much your business spends on securing a lead and allow you to monitor and analyze the progress of your marketing actions.

The question is: which sales metrics should you be tracking? 🧐

This Process Street blog takes you through 11 of the most valuable sales metrics, how to calculate them, and how to turn the metric’s data into actions that encourage your business to grow.

To jump to a specific section of the post click the links below:

Alternatively, to get fully clued up on all 11 metrics and how to use their data in an actionable, positive way – just keep scrolling. 👇🏼

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How to Radically Improve Your Sales With a Sales Process Template

sales process template

Etymologically-speaking, the word “template” has an interesting history. Our modern usage of it is linked to the Proto-Indo-European word “tempos”, which means “to stretch”. Specifically, though, it refers to time and the stretching of it.

As time-bound human beings, making use of templates allows us to have more time each day. By completing recurring processes and actions far faster overall whether they’re marketing processes or sales processes, we’re able to, in a way, cheat time itself.

For sales teams, templates are a necessity for both cheating time and doing great work, repeatedly.

Seeing as 20% of sales staff turnover happens within the first 45 days, there needs to be a thorough, documented template for how to onboard staff properly. Similarly, for the sales process itself, there needs to be a sales process template (or better yet, templates).

With such playbooks at hand, it could help your team become high performers by a whopping 33%!

That’s why, in this Process Street post, I’ll discuss what a sales process template is, provide you with a stellar sales process template, and tell you how you can use more or even build your own templates from scratch.

Just read through the following sections:

Or, if you can’t wait and want to start using the aforementioned stellar sales process template, here’s our MEDDIC Sales Process Checklist Template:

Click here to get the MEDDIC Sales Process Checklist Template!

Carry on reading to find out how to cheat time further. ⏳

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How to Use Sales Engagement to Improve Outreach & Sell More

sales engagement

This is a guest post by Rimma Sytnik – a Senior Digital Marketer at Reply with 4+ years of experience with email & messenger marketing, on-page SEO, and link building.

Did you know that a nurtured lead can make, on average, a 47% larger purchase than a non-nurtured lead? Did you also know that perceived indifference can cost you 68% of potential customers?

Buyer journeys are becoming more and more complex, not to mention competitive. To stay afloat, you should maximize every interaction you make with each potential customer. You need to focus on building meaningful relationships with your prospects through consistent personal interactions.

That is exactly what sales engagement is and, coincidentally, what this Process Street post is all about.

In this article, we’ll talk about the importance of sales engagement and give you some tips on how to get started. This is a brief overview of what’s to come:

So, let’s dive in!
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Sales Processes: 20 Checklists to Increase Sales in Your Business and Perfect Your Sales Process

9 checklists sales processes

For sales professionals today, only 34% of their time is spent selling.

This begs the question, what are they doing for the remaining 66% of the time?

Sales teams struggling to keep up with data entry, quote generation, and other tasks drag sales reps away from potential leads. As such, 54% are expected to miss their quotas every year.

What you need are optimized sales processes that outline the best sale practices drawing from up-to-date research and findings.

This is where Process Street comes to save the day.

In this article, you’ll find 20 structured sales processes based on industry best practices which you can access for free. Simply click Edit Checklist to add any process to your Process Street account, so you can start supercharging your sales process today!

For a quick taster, check out our MEDDIC Sales Process Checklist Template below:

Click here to get our MEDDIC Sales Process Checklist Template!

You can click on the relevant link below to jump to your template of choice.

Click on the subheader below to jump to the relevant section, alternatively scroll down to find out all we have to say and perfect your sales processes.

With that said, let’s get started!
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4 Virtual Conference Process Templates to Cut Costs & Increase Sales

virtual-conference

I shouldn’t be here.

I should be sitting in a field, sipping a lukewarm cider, waiting for Aerosmith to come on stage and blow me away.

I should’ve been at the Glastonbury music festival; the UK’s (muddier) equivalent to Coachella.

But thanks to Covid-19 I’m not.

I’m stuck in my hot, stuffy office.

Although it’s heartbreaking, I’m not the only person affected by the decision to cancel the biggest event in my calendar, and music festivals and social occasions aren’t the only events to get canned because of the pandemic.

Most business trips, in-person meetings, and big, costly conferences have also been canceled or postponed.

In fact, talking of conferences, the number of canceled conferences is said to be costing the economy billions. As a direct example, the losses from major tech conferences alone have soared beyond $1 billion.

But, before you start contributing to these losses and canceling your own conferences, there is another way.

Welcome to the world of virtual conferences.

As more and more businesses start to think of new, innovative ways to carry on with ‘business as usual’ during this troubling time, this Process Street post takes a look at the virtual conference. Not only is it a stop-gap until the virus disappears and normal life resumes, but it’s a great permanent replacement for the traditional, physical conference.

Join me as we discover the answers to the following questions:

Plus! On top of all that, we’ve developed four virtual conference process templates that you can use, for free, to help you plan and run the best, kick-ass virtual conference.

If you’re itching to see them, dive in and take a sneak peek:

Or pop into any of the other templates in this post directly from this list:

Take that Covid-19! We’re going virtual…
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11 Free Templates to Perfect Your Sales Onboarding Processes

Sales Onboarding

Studies show great employee onboarding improves employee retention by 82%. When considering the average cost of replacing an employee is ~$30,000, you will recognize how vital good onboarding processes are.

Despite this, 88% of organizations don’t onboard well. This is a major problem burning holes in a lot of pockets and a reason why sales onboarding is so important.

In this Process Street article, you’ll learn what sales onboarding is and the benefits good onboarding brings to a business. You will find out key skills to be identified and nurtured during the sales onboarding process before being granted access to Process Street’s Sales Onboarding Checklist for free. This checklist is uniquely designed to help you develop effective sales onboarding processes.

This article has been written to assist in the creation of a leading sales team. To do that we give you our top 11 template resources. You can click on the links below to be directed to these templates, or scroll down to find out more.

  1. Sales Onboarding Checklist
  2. Diversity Hiring Process
  3. Ari Meisel’s How to Streamline the Hiring Process Guide
  4. Code of Conduct Policy Adherence Process
  5. Employee Background Check
  6. Employee Developmental Plan Template
  7. Employee Satisfaction Survey
  8. Performance Management
  9. Performance Review Template
  10. Training Plan Template
  11. Sales Manager Job Description Template

Click on the relevant subheader below to jump to the section of choice. Or, as recommended, scroll down to read all we have to say regarding sales onboarding.

Let’s get started, shall we?
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Customer Engagement: How to Keep Your Customers Hooked Throughout the Sales Cycle

customer engagement

This is a guest post by Sawaram Suthar, the head of marketing at Acquire and also a founder of Jagat Media. A digital marketing consultant, he has experience in branding, promotions and page optimization, along with research and strategy. He has an MBA from the University of Pune.

Engaged customers are any business’s biggest asset.

Seeing as customers are what make or break a business, you should do everything in your power to keep them engaged at all times.

But customer engagement is a tough coup to pull off.

A study conducted by Hall and Partners revealed that almost two-thirds of a company’s profit depends upon how effective customer engagement is. Another study found that 84% of customers think the experience provided to them by a company is far more important than its products and services. In simple terms, the success of your brand is dependent upon the quality of customer experience you can deliver.

In this guest post for Process Street, I’ll tell you how you can level up your business’s customer experience, thereby engaging customers further.

Specifically, we’ll be looking at:

Let’s get started. ⬇️

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The Most Effective Sales Negotiation Skills to Boost Customer Satisfaction

Adam Henshall
October 17, 2019

negotiation skillsThis is a guest post from Olivia Harp, whose easy-reading, approachable pieces help bring important business and negotiation skill-building content to new audiences in an accessible way. With a degree in linguistics, Olivia excels in creating her own engaging content.

Sustaining customer satisfaction can be challenging in business. However, there are several ways to improve your sales and customer satisfaction at the same time. Improving your sales negotiation skills is an overlooked low hanging fruit route to making a positive impact on your customer relations.

Through sales negotiation training, you can learn how to identify your customers’ needs better. Understanding your customers puts you in a position to offer better services. By improving your customer relations, you may be able to attract and retain more customers.

This article outlines practical negotiation tips to increase your customers’ satisfaction.

In this Process Street article, we’ll cover:

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