Howhort-Form Video Content Can Capture More

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How do you feel if your answer is “I don’t know?” By focusing on the leading indicators, you’re shifting that narrative from “I don’t know” to half my team is low on pipeline because they’re struggling with messaging and value definition. The other half is struggling with negotiation so while the pipeline is there, opportunities aren’t converting. We’re doing XYZ in order to fix these problems, which will ultimately lead to enough pipeline for everyone and a higher close rate to get us beyond our number”.



Now that sounds more fun! As leaders, we gambling data romania all want our teams to be top performers but the reality is, sales is never that easy, especially during periods of economic uncertainty. Regardless of your position or tenure in sales, it’s important to remind yourself and your team members that YOU ARE NOT YOUR QUOTA! So much talk and focus around revenue and quota attainment can lead people to believe that’s all that matters.



And when attainment wavers, it can hit reps and leaders alike right in their ego. By creating more transparency into how decisions are made, driving team accountability for the number, and focusing on the right leading indicators, you’ll set yourself up for success in the year to come. When it comes to running high-impact sales discovery, one of the areas so many reps struggle with is asking engaging discovery questions that customers actually want to answer! In other words, how choosing the right questions can help you avoid “politely interrogating” your buyers and encourage them to open up about the pain points, business goals, and solutions you’re after.