Craig Booth

To all the presales managers out there... you are distracting your team if you are randomly pinging them for deal updates. Do this instead! 💪 ✅ Schedule recurring deal reviews with your sales engineers, typically on a weekly basis. ✅ Keep them simple; you will have a lot of deals to review in a short amount of time. ✅ At a minimum, include these 5 items in your deal review checklist. ----- ✅ PRO TIP: Run your deal reviews directly out of your presales management solution (for example, Homerun Presales). When everyone is working from one central location for all-things-presales, you (1) eliminate the need for 'side tools' used for reviews and status updates, and (2) you eliminate all the admin burden and manual data entry by your SEs to provide ongoing updates. ----- If you want to see how to run effective deal reviews with your presales team… come get a demo of Homerun Presales: https://lnkd.in/gYKA6UvE #presales #salesengineering #technicalsales #salesengineer #cro #sales

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Faced rejection from a potential client? Refine your questioning techniques to uncover deeper needs. Lost a deal due to misunderstood requirements? Invest more time in listening and validating your prospect's pain points. Struggling with stalled deals? Use the information gathered during discovery to tailor your solutions more precisely. Success in sales comes down to how well you know your customers and their needs. Discovery sessions can be challenging. But it can also be the strategic advantage you need to win more deals when done effectively. Embrace it, use it to align your sales process, and improve your overall approach. PS. You can find out more about how discovery is the leading indicator to winning your deals through our past webinar, Sales-Led Discovery with Peter Cohan, Graham Kelly, and me. Watch the recording through the link below. 👇 https://lnkd.in/gFqx8rnN

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Sales training isn't just a "nice to have"—it's a strategic investment with measurable impact on both performance and revenue. An article authored by Brendan Connaughton at Qwilr reveals just how powerful effective sales training can be: companies that prioritize comprehensive sales development programs report an average ROI of 353% and are 57% more effective than their peers. Here’s what stood out to me: =>Enhanced Sales Effectiveness: When reps have a structured training program, they’re more equipped to close deals and create lasting customer relationships. As a result, sales teams that invest in regular, targeted training consistently outperform their competitors. =>Higher Employee Retention: The study shows that effective training doesn’t just improve numbers—it boosts job satisfaction, too. When reps feel confident in their skills and supported in their roles, they’re more likely to stay, reducing costly turnover and creating a more stable, seasoned sales force. =>Direct Impact on Revenue: Teams that undergo effective training see a tangible difference in revenue generation. The skills they build allow them to spot opportunities faster, respond to customer needs with precision, and engage in higher-quality conversations. It’s an investment that fuels sustainable growth and positions the team as true partners to their clients. As the data suggests, companies that prioritize structured, ongoing sales training don't just build better sales reps—they build a resilient, adaptable, and motivated sales team. For organizations focused on long-term growth, this approach is a clear path to measurable impact. Explore the full study here to see how sales training could be a game-changer for your team: #SalesTraining #BusinessImpact #SalesSuccess #EmployeeEngagement #RevenueGrowth #ROI https://lnkd.in/eaEfVzz2

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Presales IS in the business of deal gen and pipe qualification. If you're producing things that go on the website like a demo - tie that to a marketing campaign! "...and dang it - go get some KPI credit for it!"   Didn't catch our last episode of Presales in a Pod? 🎙️ Listen in, and catch up before the next one drops: https://lnkd.in/eEDUgqqA #Presales #SolutionsEngineering

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Focusing solely on closing deals can lead to missed opportunities and shallow client relationships. You can create demos that resonate deeply with your audience by simply shifting your focus to the entire customer journey. Engaging your clients with stories and examples builds trust and rapport, leading to long-term success. Make your demos informative and memorable. Prioritize building connections over just closing deals; you’ll find that success follows naturally.

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We love when sales organizations have a strong operating cadence. Daily sales forecast reviews have become a mandate in most sales teams. Along with this most sales leaders are prioritizing deal reviews for large million $ deals and strategic accounts. But the problem we see in many sales organizations is in constructing a repeatable process around productive deal reviews. As an organization working with multiple customers around deal reviews, we believe that deal reviews when executed in the right manner can be a game changer for sales execution. The AE to the top management benefit from deal reviews. Want to understand the reality of deal reviews and how it can help your teams, click on the below link. https://lnkd.in/gxTEAV6r Venkataraman SubramanyanSripriyaa VenkataramanKumar SomayajiluRashmi GognaKrithiga BalasubramanianCh Srinivas Rao ( GLP NEU )Sugavanam Sundaresan https://lnkd.in/g754mkJT

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New Blog Post: Sales Objection: Bad Track Record "This objection isn’t insurmountable. Start off with one of the most basic rules in sales: Don't blame someone else..." Click below to continue reading ⬇️⁠⬇️⁠⬇️⁠ #roofing #roofer #roofingcontractor #roofingcompany #commercialroof

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Did you know that having a champion is the #1 MEDDICC qualifier impacting deal outcomes? Our latest blog dives into • What defines a true champion in MEDDICC • How champions drive sales success • Strategies to leverage champion influence Read now: https://lnkd.in/eb3f38sQ #SalesStrategy #MEDDICC #B2BSales #SpotlightYourSuccess

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🚀 53% increase in early sales pipeline velocity. 📈 84% of participants learned new skills. 🔑 A repeatable, results-driven framework tailored for success. At Navarro and Associates, we believe sales success lies in compelling storytelling and strategic enablement. Partnering with Collibra, we delivered a bespoke training program that combined the art of storytelling with the power of Gen AI tools like Walter. The result? Collibra’s sales teams transformed their approach, creating emotional connections with prospects and aligning solutions to customer-specific objectives—all while driving measurable business outcomes. Our tailored workshops didn’t just teach skills—they instilled confidence and adaptability, enabling Collibra to stand out in a competitive market. Want to see how strategic enablement can drive results for your team? Read the full success story. #SalesLeadership #SalesEnablement #StorytellingForImpact #StrategicGrowth Up 2 Speed Noodle Factory

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Let's get real. Most sales strategies barely scratch the surface when it comes to actually closing qualified pipeline. To uncover proven plays to create, convert, and close more revenue, Clari gathered the best advice from Kevin "KD" Dorsey, founder of the Sales Leadership Academy, and Derek Antti, Sr. Manager, Revenue Development at Clari, in a brand new playbook. Discover how to: 🔥 Create new meetings using my KPIC Method 🔥 Convert by ensuring prospects see you everywhere 🔥 Close more pipeline by aligning on business outcomes Don't let this opportunity to capture more revenue slip by. Grab the “Create, Convert, and Close: 3 Sales Plays to Capture More Revenue” playbook here: https://lnkd.in/g9nevVee Happy closing.

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4 Ways to Build Stronger Relationships with Your Sales Team Struggling to align with your sales team? Here are 4 actionable strategies: Align Your Goals: Ensure your objectives as a presales professional align with the sales team’s targets to avoid miscommunication and conflicting priorities. Build Trust: Show that you’re a reliable partner by delivering on your promises and understanding the sales team’s challenges. Communicate Clearly: Regular check-ins and updates ensure everyone is on the same page, reducing friction. Celebrate Mutual Wins: Take time to recognize shared successes—nothing builds camaraderie faster than celebrating together. When sales and presales align, it’s not just the team that wins—it’s the customer. Let’s make collaboration your secret weapon for success. Looking to take your presales career to the next level? Follow Presales Advantage (https://lnkd.in/ehUu8FKY) for more insights like this, or book a free consultation to see how I can help you succeed (https://lnkd.in/eQ2anM8v).

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Replicating the best sales plays across your team doesn’t have to be a chore 🧹 Here’s how to make every rep a top performer: https://hubs.li/Q02Vf3YV0

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When's the last time you were in the Sales Leadership Trenches? Maggie Maloney shares what she has done with her team to ditch the checklist and lean into active listening/agile responding from the trenches. In the latest episode of The Sales Edge Podcast titled: In the Sales Leadership Trenches: Ditch the BDR Checklist and Start Leading Through Active Coaching, Maggie dives into these key takeaways: Key Takeaways: 📜Why sales scripts are killing your team’s effectiveness. 👂How active listening drives better discovery outcomes. 🎭The role of real-time coaching in boosting SDR performance. 🪜Practical steps for transitioning from managing to coaching. Listen to the whole episode here, or subscribe to Youtube to catch the video chat! Spotify: https://spoti.fi/45Nga6i Youtube: https://lnkd.in/gWyxg4Bj (come on smash that subscribe- let's get 24 subscribers). Apple: https://apple.co/3w1i5GH

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💼 Are You Missing Out on Key Buyers? 💼 In this quick clip from the MSP Sales Secrets: Tools for Market Dominance Webinar with Megan Killion & Brian Gillette discover why transparent pricing is essential to capturing today's informed, research-driven buyers. 🎥 Watch the video to learn how to stand out and connect with a new generation of decision-makers! #MSPSalesSecrets #MarketDominance #TransparentPricing #SalesStrategies #ClientSuccess

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🚀 Transform Your Sales Team with the 30x30 Sales Program by Nazeer Aval 🚀 Are you a Business Owner frustrated with low sales conversions, constant hiring and firing of salespeople, and inconsistent sales performance? Are you a Sales Professional struggling to close deals, missing targets, and feeling unsure about your sales approach? 👉 Introducing the 30x30 Sales Program – A Revolutionary Approach to Sales Success! 📅 Launch Date: 6th January 2025 – Start the New Year with a focused, proven, and results-driven sales strategy. 💼 What is the 30x30 Program? 📚 Morning Session (30 mins daily): Learn 1 powerful sales concept every day via Zoom. 🧠 Evening Debrief (30 mins daily): Reflect, discuss, and reinforce the day’s learning with your sales team. 📈 The Outcome: Enhance your sales conversations by at least 30% and drive measurable results. 🌟 Why Trust Nazeer Aval? ✅ 25+ years of global sales experience across diverse industries. ✅ Internationally trained sales expert with proven methodologies. ✅ Certified SPIN Selling Practitioner – Globally recognized sales framework. ✅ A track record of coaching high-performing sales teams and driving sustainable growth. 🎯 Who Should Join? Business Owners: Spend more time strategizing and less time firefighting sales issues. Sales Professionals: Elevate your confidence, sharpen your skills, and close more deals. 💰 Investment: Just $100 per person per month (paid upfront). 🎁 Special Offers: Quarterly Payment (Upfront): Get 10% OFF Annual Payment (Upfront): Get 20% OFF 🚀 The time for change is NOW. Make 2025 your best sales year yet! 📲 DM me or Comment '30x30' below to get started or 🔗 Click Here to Register Now https://lnkd.in/dXVP-WBN ✨ Your team deserves the best coaching. Your business deserves unstoppable growth. Let’s build it together! 🚀 #SalesTraining #SalesCoaching #BusinessGrowth #30x30Program #SalesSuccess #Leadership #SalesStrategy #SPINSelling #NazeerAval #SalesTeamDevelopment #2025Success

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Get the ball out of your court as quickly as possible. YOU should never be the choke point for your deals. My daily pipeline exercise: 1. Pull up a list of my open opps 2. For those that have a next step scheduled, find ways to "juice" the deal between meetings. Examples: - Work to multithread with other stakeholders at the account - Send materials (whitepaper, case study, mini-demo of a feature they had expressed interest in) as a value touch between meetings - Comment something meaningful on their recent LinkedIn post - Call them ("Hey Dave, I know we're meeting in a couple weeks but I actually just got some answers back from my SME about the questions you had during our last demo...have a sec?") 3. For deals WITHOUT a next step: Get a next step on the books. CALL THEM before emailing. If calling + emailing fails, try LinkedIn. Contact other stakeholders you've met with if need be. Create movement. ___ Exhaust forward momentum on your pipeline each day. If you do that...you're going to have a far less stressful forecast call.

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