Benjamin Brandall – Process Street

All posts by Benjamin Brandall


22 B2B Sales Management Statistics, and the Processes You Need to Survive

You wouldn’t implement an unproven strategy based on gut feeling alone, would you?

I hope not.

All good strategies are based on research, and your sales management should be no different.

Thankfully, organizations like Salesforce, Brainshark, and SPI regularly publish vital reports packed with trends, predictions, and statistics that will help you hit your targets by offering information on the changing state of B2B sales.

These reports are a must-read for sales executives that don’t want to be left in the dust, or confused by the fact that their proven strategy formed in 1998 isn’t working any more.

But, there’s always a problem with stats…

Facts and figures aren’t much use unless you act on them, and in this post we’ve tried to make that easy. Alongside the statistics, you’ll find pre-made sales processes you can use in your own organization.

Bookmark this list, and take a look next time you’re making improvements to your B2B sales management strategy.

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How to Create a Style Guide to Improve Business Consistency (with 8 Examples)

To understand the value of a style guide, you should first try working without one.

You’d get the wrong blue on your logo, jarring copy, and code that can only be maintained by a lone developer.

Writers, editors, programmers, engineers, social media managers, and support agents all need an indication of how their company wants to work, so they can ensure consistency.

The number one goal of a style guide is consistency.

Inconsistency weakens your brand image, makes your company look unprofessional, and hurts conversion rate and revenue. Once you’ve settled on your brand voice and style, the style guide is the document that enforces those values.

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How to Improve Your Employee Training Process to Reduce Turnover by 40%

employee training

No organization wants to keep an incompetent, untrained employee on its payroll.

That’s an obvious fact. However, the benefits of training are much greater than simply avoiding incompetence; trained employees are more productive, loyal, engaged, and profitable.

Those are nice sounding words, but what about the facts and figures?

Take a look:

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The 17 Best Process Street Posts from 2017

Merry Christmas and a happy new year from all of us at Process Street! 🌲

2017 might have been a mixed bag for most of the planet, but we had a lot of fun writing content for you, our blog readers.

We published 151 blog posts between us this year, with a little help from fantastic guest writers like Pascal van Opzeeland from Userlike, and Sam Suthar from Tagove.

Here are our top picks as well as the posts you, the readers, liked the most.

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8 Tips to Improve Your Company’s Shipping Processes

The following is a guest post from Henry Howlett, Junior SEO Executive at Absolute Digital Media.

Who wants to receive a parcel three days after it was due to arrive?

Definitely not your customers.

They pay for the type of parcel delivery they require, whether it is Standard Delivery, the best cheap Next Day Delivery or even Same Day Delivery — they expect it to arrive on time, safe and sound.

In fact, more people than ever shop online, and prefer to receive their goods through the post than walking into a store and paying for it at a till. The need for reputable parcel delivery is only growing, and is unlikely to settle any time soon.

So, to ensure your customers remain satisfied with the delivery service your business provides, as well as save money and invaluable time, take into consideration these tips for enhancing your shipping processes:

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36 Top Salesforce Apps to Power Up Your Sales Operations

Salesforce is the most popular CRM in the world, and the most fully-featured. It has been developed constantly for almost two decades, and the company has tried its hardest to build every single feature that sales teams need to be more efficient.

However, it doesn’t do everything out of the box…

That’s why the Salesforce AppExchange features thousands of apps which have collectively been installed more than 5,000,000 times. These apps stand in for other software to save you switching between programs, breaking focus, and pasting data over and over.

But, like I said, there’s thousands of apps. How do you know what to choose, and what to avoid?

In this post, we’ll cover 36 of the best Salesforce apps on the AppExchange so you can improve your sales operations and productivity.

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How to Start a Lean Process for Continuous Company Learning

The following is a guest post from Pascal van Opzeeland. Pascal is CMO of Userlike, software for website and messaging support. He and his team share tips about customer service and communication on the Userlike Blog.

In school, everyone looks forward to the day they can stop learning and start doing. But once inside hamster wheel of working life, many long back to the times in which they had the time to invest in their personal development.

At Userlike, we see this lack of time for personal learning as a serious challenge. The world is developing faster than ever, and the pace is only accelerating. To stay competitive, we need employees to keep up; to keep learning and stay up-to-date with their craft. Other benefits from  having a culture that stimulates continuous learning include:

  • Increased productivity
  • Attract and retain talent
  • The ability to grow leaders in-house and reward loyalty

The best employees have an innate desire to grow, but it’s hard to free up time when your daily tasks and duties mess up your schedule. Learning is one of those high importance – low urgency tasks that easily gets pushed aside.

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8 Ways to Improve Sales Productivity with Consistent, Repeatable Processes

sales productivity

What does your sales process look like right now? According to research by Vantage Point Performance, 66% of B2B sales teams don’t even have a sales process.

The vast majority of companies surveyed in that Vantage study had a revenue over $250m, and 39% made over $1b each year. These companies aren’t failing. In fact, they’re doing well.

So many companies get by without documented processes, it’s enough make you question why it’s worth implementing them at all.

…That’s until you check the rest of the stats.

Why you should bother with a formal sales process:

  • A formal sales process improves revenue by 18%
  • 3 hours per month on pipeline management improves revenue by 11%
  • Trained salespeople bring in 9% more revenue
  • Organizations that followed all three of these best practices above saw a 28% increase in revenue vs. those that do not
  • A formalized sales process leads to a 65% increase in individual reps hitting their targets and an 88% increase in companies hitting their goals
  • A sales playbook makes you 33% more likely to close sales at a higher rate

Simply playing it by ear — especially when you’re in the realm of $1b+ revenue — seems ridiculous. The benefits of documented processes are obvious to many organizations. As you can see, the numbers relate to real money.

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14 BPM & Six Sigma Courses You Can Take to Become a Systems Expert

Every business needs optimized processes. We’ve proven that again and again on the Process Street blog.

However, since business process management is taught formally in academies, the available material usually consists of dense technical documents and complex case studies.

When you’re just getting started, it’s easier to absorb information in the form of video than it is to pick through a lengthy paper full of cryptic diagrams.

With that in mind, we decided to collect the best video lectures and interactive courses on everything related to the inner workings of business: scaling, improving consistency, lean operations, Six Sigma, BPMN, process management, and more.

This list has both advanced and introductory courses. So, whether you just want to learn how to improve a process, or you want to dive into the statistical models behind business efficiency, it’s all here.

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How to Create a Weekly Tasks List (And Never Forget a Deadline Again)

When I started at Process Street, I was just a writer. I had the organizational skills of a child, and I was used to delivering a single piece of work at a time. As I was given more responsibilities, I started forgetting my regular tasks and working on whatever seemed important at that moment.

Since every task management system I’ve tried has quickly become crowded and unmanageable, I decided to create a Process Street checklist specifically for my recurring weekly tasks.

Now, I get a simple list of tasks in my Process Street inbox every week. As I work through them, I can track my weekly progress and use the checklist as a way to report my work to my manager. You can do the same, and it only takes about 10 minutes.

Here’s my checklist:

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