Noted Analytics

I’m lucky that I get to connect with lots of different sales leaders and more times than not, it’s the sales methodology (or framework) that needs to change.

I don’t mean BANT or SPICE or MEDDIC...

I mean changing the process *surrounding* that framework.

Elevate it from a “tick the box exercise” to a “data-driven conversation”.

So how do you know if you have a “tick the box exercise” on your hands?

Well, you may literally have checkboxes all over CRM. Fields like [Competition Identified].

“Is there competition?” Yes.

“Good, on to the next question. Is there pain?” Yup.

“Great, sounds like a solid opportunity!”

(I kid, but only slightly.)

Or perhaps it’s more subtle. The qualification framework is seen as viewed as a task in *compliance*.

So reps only put in the bare minimum information.
Usually to meet the stage requirements or get a quote out.

Because putting more information is seen as a waste of time - in regards to both the time spent on CRM data entry -and- - the resulting discussion that comes from the rep/manager discussion.

There’s a better way. Have “data-driven conversations”.

And it’s not just about reps spending more time doing data entry.

Stay tuned for more tomorrow...

Move faster, move faster, move faster! But to move faster, sometimes we have to slow down.

That's what I'm preaching.

If I'm being honest, though, it's not exactly what I'm practicing.

But I'm trying to.

I'm trying to take time to reflect back and analyze what results my previous actions produced.

Whether it's a customer onboarding, marketing message, social media strategy, or product feature, I've been caught up in just trying to do more.

And while working from home these days, it's a lot easier to work harder but not necessarily smarter.

(Dad joke alert! I couldn't get this old joke out of my head when writing up this post)

Happy "oh-no-I-have-to-update-CRM-before-the-weekend" day, (a.k.a. Friday)!

Hopefully you don't have to spend too much time in there. And if you are looking for a way to streamline this, I'm happy to chat with you!

Are you trying to figure out which companies and use cases you should target for the rest of 2020?

You could just focus on the obvious industries... and be like everyone else.

Or... as Hansel came to understand in Zoolander, the answers might be "inside the computer [i.e. CRM]".

It's been a little more than 45 days ago since the WHO publicly called the COVID-19 outbreak a pandemic.

Shamus Noonan at Crunchbase shared a great article on how to break down the deals that have closed since in the last 45-60 days to understand:

What were those use cases are still resonating?
What industries are still buying?
What titles can still make a deal happen?

And if you are looking back in CRM and seeing BAD or MISSING information?

Well, now is the perfect time to get your sales process in order and reset expectations for information in CRM usage.