8 Reasons to Walk Away from an Opportunity

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One of the most difficult things for a sales team to do is walk away from a selling opportunity. There are a number of reasons that stand out:

  1. I don’t want my boss to think I can’t win, I’m not a quitter.
  2. My pipeline is not that great and I don’t want to decrease the amount, yet.
  3. I have a good reason but I haven’t documented the opportunity very well in CRM, I might not be able to answer all the questions I’m going to get ask.
  4. I hate to walk away from potential money.
  5. I think I can push it to next quarter.

So, when is it time to walk away?

  1. You can’t get to the decision maker(s), can’t move the opportunity forward.
  2. You can’t get to the buyer(s), can’t move the opportunity forward.
  3. You don’t have a champion.
  4. Your solutions don’t meet the customer requirements, no matter how hard you try.
  5. You are not the incumbent and it seems the customer is using you for price negotiations, they are resistant in providing information or access to key players.
  6. No budget and the customer is not providing you the information on when budget might will be approved.
  7. The RFP/RFI is clearly written by your competitor or heavily weighted in favor of your competitors.
  8. Can't get a meeting scheduled with the key players.

When you walk away, you are then able to focus on winnable opportunities and lead generation. Happy selling! I Would love to hear your feedback and when you make the determination to walk away.

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Change is Inevitable

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Change is inevitable, I was talking to a good friend of mine the other day, he was telling me one of his SE’s was not going to have a great year because he lost his rep midway through the year. Even though they hired a new rep fairly quick, it took him some time to ramp up and put his arms around the accounts and opportunities. I hate to say this happens all the time, most of the time because there is a lack of information in Salesforce.

It doesn’t have to be this way, you can change it.

You can have your new hires hit the ground running with rich up-to-date information on the accounts they are taking over and using a system that guides them through your prescriptive sales model. Transitioned accounts will not miss a beat between sales teams when you re-align territories or make changes to your account distribution. Change is inevitable. You change your territory assignments. You change your vertical alignments. You change your sales model. People quit.

To ensure no loss of revenue or momentum in accounts or opportunities here is what you need in Salesforce at a minimum.

  • Who are the players, their role(s) and stance (For, Against, etc.)
    • Notes from past meetings (public and internal)
    • Scheduled tasks and activities (who are they assigned to)
  • Up-to-date Account and Opportunity plans
    • Checklist – what has been completed and open
    • Customer Buying and Selection Process
      • Who at the customer is responsible for each process
    • Red Flags
      • Mitigation plan for each one
    • Identified (White Space/Green Field) up-sell and cross-sell
      • Potential revenue amount
      • Customer Time-frame
      • Product/Solution
      • Who at the customer is responsible
    • Milestones – Open and completed
      • Who in our team is responsible for each one
      • When are they due
      • Any over due
  • Sales intelligence
    • Competitors - Strengths and Weaknesses
    • Objections - Plan to Remove
    • Obstacles - Plan to Mitigate
    • Your Strengths
    • Your Weaknesses - Plan to Overcome

Your biggest fear of making decisions to change is disruption to your pipeline. With Strategy Mapper, change becomes a powerful tool with the assurance that the accounts and opportunities in your pipeline are extremely well documented and easily transitioned. With no loss of revenue or momentum in accounts or opportunities.

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Top 4 Apps You Need for Business Success in 2017

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Business Success is critical in 2017. Want to make your business more successful? Check out these apps for managing tasks, making sure meetings go smoothly, and planning strategies.

Advanced technology has altered the work habits of employees. What's more, it has changed the way they complete their daily tasks and manage their daily goals. However, the progress has also brought an increase in workloads which require multitasking. Eventually, effectiveness within the workplace has decreased. So, how exactly do entrepreneurs get the work done?


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Forbes – Try These Apps To Make Your Business More Successful In 2017

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It's not often a product makes a Forbes Top Ten list. It's almost impossible for a company to have two products in the list. Well we did the impossible, we made the list and our products Meeting Mapper and Strategy Mapper have the 1st and 2nd position. Besides our apps there are some great ones on this list.

Forbes - Try These Apps To Make Your Business More Successful In 2017

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Top 50 Sales Management Tools on the AppExchange

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Strategy Mapper makes the Top 50 Sales Management Tools on the AppExchange!

When it comes to sales software and CRM platforms, Salesforce is the undisputed leader. That’s why organizations and sales managers look to the Salesforce AppExchange when they need tools to help their sales teams increase their productivity and performance. The only problem is the AppExchange is growing larger every day, and executives and sales managers don’t have the time to sift through and find the cream of the crop.

That’s why we created this list of 50 top sales management tools available on the Salesforce AppExchange. With an eye toward closing more deals, reducing inefficiency, and increasing sales effectiveness, we have organized the apps in key categories that make managing sales a more streamlined process. While we have listed our picks for the top 50 sales management tools on the AppExchange here in no particular order, we have included a table of contents to help you easily access the tools best suited to your team’s needs.

Top 50 Sales Management Tools on the AppExchange


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Join Us at AA-ISP Leadership Summit

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Join Point N Time Software at the world’s largest gathering of Inside Sales professionals at the 9th Annual AA-ISP Leadership Summit in downtown Chicago (18th – 20th of April). Hosted at The Sheraton Grand, we’ll be just steps away from the famous Magnificent Mile and the Chicago River. Please stop by our booth and say hi. We are a Bronze sponsor, use our code when you register and receive a $200.00 off the registration (JoinPointNTime200).

When registering please sign up for a one-on-one meeting with the Point N Time team.