Tips for the Salesperson’s First Time at Dreamforce

By Mike Newlin

  September 23, 2016        Events, Sales Enablement

If you are a sales rep planning to attend your first Dreamforce this year, be prepared to stay on your feet and talk to a lot of people.

This year will be my fifth Dreamforce, and in my experience as a SpringCM Account Executive, this conference is a huge opportunity to build new relationships with prospects, reconnect with customers and set myself up for successful selling in the next year.

As one of the largest conferences in the country, and over 170,000 attendees expected this year, it’s no surprise that some sales reps may feel intimidated attending their first Dreamforce. Here are some pieces of advice that might calm the nerves:

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Why Contract Management Matters To Sales Operations

By Daniel Malnar

  June 27, 2016        Sales Enablement

To keep Sales running smooth, sales operations professionals should be checking in on their sales process regularly. Depending on the company, some parts of the process require special attention. Often, that’s the contract process. Contract management is pinnacle to driving sales productivity and growing revenue, and should always be top of mind for Sales Operations.

Though an antiquated source, Merriam-Webster defines a contract as:

Contract

Noun | con-tract | Kan-trakt

1  a: a binding agreement between two or more personas or parties; especially: one legally enforceable

    b: a business arrangement for the supply of goods or services at a fixed price <make parts on contract>

2 : a document describing the terms of a contract

Contracts are undeniably the most important documents in the modern world with absolute reach into our daily lives.  

Consider a Westeros where Robert Baratheon’s contract was executed rather than Ned Stark.  Consider a world in which the Chicago Bears’ roster did not include a 7 year, $126MM ($54MM Guaranteed) contract for a statistically average quarterback. Consider Brexit.  Consider employment.

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10 Statistics Every Sales Manager Should Understand

By John Dickow

  June 16, 2016        Sales Enablement

The sales process is complicated and among other things, sales managers must constantly be checking in on their sales process, looking for ways to optimize and accelerate sales productivity.

In order to make improvements to the sales process, it's imperative that you understand the state of your current process. Additionally, knowing industry and technology trends used to advance sales productivity helps to understand what could be improved. These insights can help answer common questions for sales managers, like where does your sales process slow down, which proposals are winning, and which are losing, and what other methodologies are working or not?

To help find the answers to these questions, here are ten powerful statistics that every sales manager should understand when it comes to overhauling your sales process and accelerating sales productivity:

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Why Your Sales Team Needs a Contract Management Solution

By Andrew Kline

  June 3, 2016        Sales Enablement

From the moment I first make contact with a prospect, it’s the beginning of a new relationship. In order for me to make this relationship meaningful to my prospect, I need to stay in control of the sales process, including the most drawn-out stage: contracts.

The complexities of the contract process can make it difficult to maintain this control.

In order to negotiate and approve a contract, it must be shared with other departments, managers and the customer. As that happens, parts of the contract change at various times and it’s easy to lose track of what’s going on.

So as a salesperson, how can you manage and stay in control of the contract process?

Leveraging the right tools can be the key to simplifying contracts. Contract management software is saving time by automating various stages of the process. 

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Memorial Day Weekend: 3 Ways to Take Your Mind Off Sales

By Maggie Kissane

  May 27, 2016        Sales Enablement


It’s the end of the month, and for salespeople, that usually means wrapping up last minute deals to hit your monthly number. This weekend is different, however. That’s because it's Memorial Day, the unofficial start to the summer season. It’s also the perfect time to get out of the office and get your mind off of sales.

As the weather gets nicer, the last thing you want to do is be cooped up in the office all day long. After a long month, especially if you’ve successfully reached your monthly sales goal, the long weekend is the perfect opportunity to give yourself a break from work and recharge your battery.

This is the time of the year when the beaches officially open, street festivals begin and the kids are almost on summer break. Some popular beaches to go to this Memorial Day would be Oak Street Beach or North Avenue Beach. Both locations have a family friendly atmosphere and also an oasis for young people to get together with friends. Whether you want to grab a drink, play volleyball, or just lay in the sun at the beach is a perfect place to get your mind off of work this weekend.

SpringCM is located in Chicago, IL, and after a long cold winter, our salespeople are eager to hit their favorite summer hangouts to kick their summer season off to a good start.

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5 Slow Zones in the Quote-to-Cash Chain

By Sami Khalil

  April 21, 2016        Contract Management, Sales Enablement

I hear a lot of buzz about what configure, price, quote (CPQ) can do to help shorten the sales cycle. In fact, Aberdeen Group says businesses can attain a 28% shorter sales cycle with CPQ tools.

But how long is the CPQ process, really? According to Aberdeen Group, the average time to produce a quote is just under five hours. So what’s really holding up the sales cycle?

According to a recent SpringCM survey, almost 50 percent said their contract process lasts over 4 weeks. That’s because the contract process involves multiple stages that involve generating documents, negotiations, and seeking approvals and signatures. All of these stages can include sharing and collaboration with internal departments.

It’s clear that the contract process is the longest part of the sales cycle, and must be addressed to not only accelerate revenue, but also avoid risks. Combined with a CPQ solution, Contract Management can streamline the entire quote to cash chain.

Here are five slow-zones in the contract process, that can be streamlined with Contract Management:

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SFWT: Grow Faster with Connected Sales and Service

By John Dickow

  March 24, 2016        SpringCM Partners, Sales Enablement

McCormick Place in Chicago is bustling this afternoon with Salesforce customers and partners, all with a similar goal; sell more in less time.

A major theme at today’s Salesforce World Tour in Chicago is customer service. In fact, according to Todd Enders, Sr. Director of the Service Cloud, customer service trumps both price and product in today’s selling world. It’s now seen as the number one way to acquire and retain revenue.

In Enders’ breakout session, “Grow Your Business By Connecting Sales and Service,” he spotlights the changing customer service landscape and provides actionable steps for businesses to keep up, and continue growing.

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Sales Pro Tip: 4 Ways To Prepare For Contract Renewals

By Ruth Gallagher

  March 18, 2016        Contract Management, Sales Enablement

“I’m bleeding money without visibility into these renewals!”  That was my first conversation with the new corporate attorney at an enterprise company.

You wouldn’t think that after going through all the work selling to the customer that you would miss a renewal and lose the opportunity to renegotiate terms or prices. In the SaaS world, if a contract is not renewed, the customer goes away. You’re not just missing out on revenue, but also the opportunity to expand the use of your product.

For the last two weeks, SpringCM has shared Sales Pro Tips to help salespeople shorten their sales cycles and pave a faster path to revenue. As our final tip, I will explain four ways to prepare for a contract renewal to ensure no customers (or revenue) is left behind.

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Sales Pro Tip: 5 Ways Small Businesses Can Accelerate Contract reviews

By Nick Oboikovitz

  March 15, 2016        Contract Management, Sales Enablement

Small businesses are challenged with competing against larger companies with larger budgets.  

As a salesperson who is selling contract management software to small businesses, I see a lot of clever ways other salespeople do more with less.

But when it’s time to review a contract, it gets more complicated and cutting corners becomes more risky.

Small businesses don’t have the same spend as larger companies, so it does not always make sense to hire a lawyer review a contract, depending on the size of the deal. But on the other hand, how you can you ensure you’ve vetted a contract for risks without the help of a lawyer?

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Sales Pro Tip: Keep Contracts Secure and Searchable

By Mike Newlin

  March 10, 2016        Sales Enablement

It can be shocking to see how manual contract management processes can lead to larger problems like lost revenue and low morale amongst sales teams.

So many of my clients have been storing contracts in shared drives for years, where they easily get lost in the void. In fact SpringCM conducted a survey that showed 63% saying they store contracts in shared drives.

Even after some clients have acquired our contract management software and begun organizing contracts in the cloud, sometimes they can’t even find all the contracts they own that need to be moved to the cloud.

Contracts are literally getting lost. What happens to those deals once they’re lost? What if the customer calls and asks for the contract? Lost contracts can snowball into larger problems: lost revenue or even lawsuits from missed terms, and damaged reputations for the salesperson and the company.

As the second post in our Sales Pro Tip Series, I'll explain how to keep contracts safe and searchable, even if you don't have contract management software.

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