Why Scaling Your Sales Team Isn’t Just About Adding Reps

sales teamBuilding an initial sales approach is something loads of us have attempted to do at some point or other.

Sales ends up being one of the key ways companies grow and scale. We all know this.

But there’s a big difference between doing effective outreach for your startup on a high-touch basis where you’re still understanding customer needs and figuring out approaches, and turning this knowledge into a sales machine with a full sales team that can operate in a financially efficient way.

Understanding yourself in the market and growing to be the company you want to be require different slightly strategies.

This growth from tiny solopreneur kind of structures to managing teams with effective documented practices is what this article will be all about!

In this Process Street article, we’re going to take a look into some expert insights from Close.io‘s recent webinar with their CEO Steli Efti, Process Street’s CEO Vinay Patankar, PandaDoc‘s Director of Inside Sales Mike Paladino, and Groove‘s VP of Sales Mike Sutherland.

We’re going to pull out the key questions to help scale your sales in a way that works:

  • What do you want to scale?
  • Is now a good time to scale?
  • How do you build a process for scaling?
  • How do you get a sales teams to follow the process?
  • When and how do I add people to a sales team?

And finally, we’ll give you 10 free process templates for different areas of sales for you to start using in your business today.

You can watch the whole webinar here: How to build a scalable sales process (Q&A webinar)

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30 Ways to Close More Deals with CRM Integration

CRM Integration

[ Download our Free Ebook ] – Click here to download our free 111 page ebook on “How to automate the tasks you hate at work using Zapier“.

SaaS — the great equalizer.

Thanks to SaaS (software-as-a-service) countless businesses of all sizes have moved to cloud-based apps to solve everyday problems in ways only available before to big companies willing to shell out thousands for software licenses. Smart startups can harness the power and efficiency of larger teams by cutting out the robotic admin work from their processes and zeroing in on what really matters — generating leads, closing deals and keeping customers happy.

Organizing yourself and your team is made so much simpler when the apps you use sync to the cloud. This means the apps are accessible from any device, data coming in and out can be seen by whoever you choose, and apps can integrate with each other, doing more with less human input.

The cloud became the perfect setting for a CRM, and that’s where you’ll find all major products today.

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What You Can Learn from Salesforce to Hit Your Sales Goals This Year

Sales goals salesforce header

Some people seem like naturals when it comes to sales. Their smooth talking and deep product knowledge entices customers and makes them feel warm and fuzzy inside.

sales goals salesforce skills Source

A high performing sales person is a huge asset to a company, and they’re often paid very well as a reward!

  • Maybe you want to start a new business and need to jump into the sales role to get your fledgling startup off the ground?
  • Maybe you want to build a sales team to crush sales goals while you focus on your specialty?
  • Or maybe you just want to get into sales as a career and need to know how to get up to speed fast?

Well, in this Process Street article we’ll cover solutions to each of these conundrums. We’ll look at:

  1. How Salesforce hit their sales goals
  2. 10 top tips the sales experts have for a beginner
  3. How Close.io CEO Steli Efti builds outbound sales teams
  4. What steps you need to take to build sales processes (with a load of premade templates to help you get started!)

“A goal properly set is halfway reached.” – Legendary sales guru, Zig Ziglar.

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Managing Your BANT Sales Qualification Process with Checklists and Close.io

close-io-and-process-street

What is BANT qualification?

Let’s say you’ve got a list of leads. You don’t know which, but some will be ready to buy right now. Others, however, won’t have the slightest bit of interest…

The only way to find out is to call them. And that’s where BANT qualification comes into play.

Invented by IBM sales teams, BANT is a series of criteria, which stands for:

  • Budget. What is the prospect’s budget?
  • Authority. Does the contact have the right authority to buy?
  • Needs. What needs does your prospect have? Do they match your product or service?
  • Timeframe. How soon are they wanting to implement a solution?

Any one of these questions can be used to disqualify a prospect, or at least help you decide how to proceed with that particular contact.

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