Free Downloads

No part of this publication may be reproduced, distributed, or transmitted in any form or by any means, including photocopying, recording, or other electronic or mechanical methods, without the prior written permission of the publisher, except as permitted by U.S. copyright law. For permission requests, contact the author.

The Sales Talent Acquisition Routine (STAR) is a process developed to assist
executives, managers and leaders with the often-difficult task of identifying, finding, attracting, interviewing, hiring, and retaining top sales talent.

Today – Tactical needs and challenges?
This is most often what they say when you ask, “Why did you take this call?” The
process usually starts with the prospect/client revealing smaller tactical weekly and daily challenges.

The Opportunity to Close Roadmap™ is an objective way to score the 6 most important factors in closing a sale. It can be used as an objective scorecard in your CRM or as a way to balance the salesperson’s emotion about a potential deal with whether the facts exist to support their position, good or bad. Each of the 6 components are scored from 0-3 points with a perfect deal total of 18.

This is a typical GTM strategy for Service based and SaaS companies. The chart makes it clear there are many areas of overlap of responsibilities where a company may need very different skill sets working with a prospect or client.

Discovery is the most important component of a sales process. Even though we often call the first meeting a “Discover Meeting ,” it is important to always be in discovery mode. Each meeting should unearth new and important reasons a prospect may or may not buy from you.

In 2017, Big Nerd Ranch (BNR), had seen 2 ½ years of declining revenue. They went from a darling of the industry being trusted by the largest companies in the world to seeing corporate relationships dissolve, and the sales of the flagship service decline to almost zero. BNR engaged RevHeat to right the ship and do it quickly.

Every instinct tells you your team can and should sell more, but where do you start, how do you get the information to put together a complete plan to enable a high-performing sales team and outshine your competitors?

The Revenue Acceleration Roadmap™ provides you the exact solution you are looking for. Our proprietary roadmap with tell you exactly how how more they should be selling, how long it will take to capture and exactly what to do.