Smart Selling Tools • Top Sales Tools of 2021
Many factors go into a seller's ability to close deaIs. It helps if you have a scalable, repeatable way to coach reps on each deal and can help them understand what's needed to win each one. This includes having a deal pursuit framework for structuring calls along with signals that indicate deal-health.
It also helps if you get the buyer to collaborate on every step of the buying process. This is an exciting solution category because it helps you gain buy-in throughout the process. Mutual Action Plans (MAPs) get both sides on the same page.
Closing includes:
Deal Coaching Software is not the same as “Coaching Software.” As you probably guessed, the word “Deal” is a critical differentiator. These solutions give sales teams a systematic way to evaluate deal health, identify which deals are worth pursuing, understand the buying team, and collaborate on next steps.
Deal playbooks help sellers initiate best-practice sales motions based on similar deals.
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NANCY NARDIN | TOP SALES TOOL OF THE YEAR 2021
Having buyers on the same page as your sellers is easier to do when you have a tool to facilitate the collaboration. These deal-room/collaboration solutions provide a structured way to communicate internally and externally.
Working with your buyer, you can create milestones action items, and other mutually agreed-upon objectives and timelines.You’ll get alerts if any deal is at risk, for instance when milestones or timelines are missed. Provide a clear plan to value to guide the customer journey and keep the conversation focused on the mutually-desired outcome.
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