Noted Analytics

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01/26/2022

POV: A Sales Rep just left and now you have to own their deals.

Emails? Yup, they are in CRM. Every. Single. One.
Recordings? Yup, 21-hours worth.
Notes? Nope, CRM looks like the Sahara Desert

12/01/2021

Ever feel like it takes ages to update CRM?

Would be a lot faster if your opportunities were just updated from what you already did.

Typed, Handwritten, or Spoken...

It's Noted. And CRM is updated.

"What's going on at the ____ account?""I don't know, there isn't much in CRM"(uh oh)From the Director of "Can't Hardly U...
11/11/2021

"What's going on at the ____ account?"
"I don't know, there isn't much in CRM"
(uh oh)

From the Director of "Can't Hardly Update" and "This could have been an Email" comes a new take on a familiar classic...

NOT ANOTHER INTERNAL MEETING!

Yes, because that account information is stuck on a notepad, Google Doc, or buried in some novel of a CRM field, everyone is going to have to hop on Zoom and discuss it.

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Or... if you want to reduce internal meetings by 25% and keep everyone connected, check out Noted Analytics.

I’m lucky that I get to connect with lots of different sales leaders and more times than not, it’s the sales methodology...
09/03/2020

I’m lucky that I get to connect with lots of different sales leaders and more times than not, it’s the sales methodology (or framework) that needs to change.

I don’t mean BANT or SPICE or MEDDIC...

I mean changing the process *surrounding* that framework.

Elevate it from a “tick the box exercise” to a “data-driven conversation”.

So how do you know if you have a “tick the box exercise” on your hands?

Well, you may literally have checkboxes all over CRM. Fields like [Competition Identified].

“Is there competition?” Yes.

“Good, on to the next question. Is there pain?” Yup.

“Great, sounds like a solid opportunity!”

(I kid, but only slightly.)

Or perhaps it’s more subtle. The qualification framework is seen as viewed as a task in *compliance*.

So reps only put in the bare minimum information.
Usually to meet the stage requirements or get a quote out.

Because putting more information is seen as a waste of time - in regards to both the time spent on CRM data entry -and- - the resulting discussion that comes from the rep/manager discussion.

There’s a better way. Have “data-driven conversations”.

And it’s not just about reps spending more time doing data entry.

Stay tuned for more tomorrow...

Move faster, move faster, move faster! But to move faster, sometimes we have to slow down.That's what I'm preaching. If...
05/30/2020

Move faster, move faster, move faster! But to move faster, sometimes we have to slow down.

That's what I'm preaching.

If I'm being honest, though, it's not exactly what I'm practicing.

But I'm trying to.

I'm trying to take time to reflect back and analyze what results my previous actions produced.

Whether it's a customer onboarding, marketing message, social media strategy, or product feature, I've been caught up in just trying to do more.

And while working from home these days, it's a lot easier to work harder but not necessarily smarter.

(Dad joke alert! I couldn't get this old joke out of my head when writing up this post)

Happy "oh-no-I-have-to-update-CRM-before-the-weekend" day, (a.k.a. Friday)!Hopefully you don't have to spend too much ti...
05/29/2020

Happy "oh-no-I-have-to-update-CRM-before-the-weekend" day, (a.k.a. Friday)!

Hopefully you don't have to spend too much time in there. And if you are looking for a way to streamline this, I'm happy to chat with you!

What is the "a-ha" moment when you know a customer is getting value from your solution?Mark Roberge led an excellent pre...
05/28/2020

What is the "a-ha" moment when you know a customer is getting value from your solution?

Mark Roberge led an excellent presentation on being data-driven to find the leading indicator of a great, long-term customer.

The presentation with some examples of that inflection point for Slack ( # of messages), Dropbox ( # of uploads), and HubSpot ( # of features used).

It may be RevOps and Customer Success teams that identify these indicators but this information really becomes powerful when leveraged by the sales team.

That way they can be more prescriptive with prospects earlier in the sales cycle on how to be successful with your platform.

05/15/2020

The battleground for virtual meetings has RAMPED UP! I noticed that Google is making an active push to make it easier to fire up Meet from Gmail and Calendar.

Anybody else notice that the button in the calendar is noticeably larger than the Zoom Video Communications button?

Will this spark a real estate war with each button getting bigger than the other?

Are you trying to figure out which companies and use cases you should target for the rest of 2020?You could just focus o...
04/29/2020

Are you trying to figure out which companies and use cases you should target for the rest of 2020?

You could just focus on the obvious industries... and be like everyone else.

Or... as Hansel came to understand in Zoolander, the answers might be "inside the computer [i.e. CRM]".

It's been a little more than 45 days ago since the WHO publicly called the COVID-19 outbreak a pandemic.

Shamus Noonan at Crunchbase shared a great article on how to break down the deals that have closed since in the last 45-60 days to understand:

What were those use cases are still resonating?
What industries are still buying?
What titles can still make a deal happen?

And if you are looking back in CRM and seeing BAD or MISSING information?

Well, now is the perfect time to get your sales process in order and reset expectations for information in CRM usage.

"People can’t hear your advice until they feel like they’ve been heard" - Colleen Stanley, CEOAt the Women Sales Pros ...
11/05/2019

"People can’t hear your advice until they feel like they’ve been heard" - Colleen Stanley, CEO

At the Women Sales Pros event (expertly curated by Lori Richardson), Colleen delivered that line and I thought it was the quote of the day.

We talk a lot on LinkedIn about empathy. And we should!

But it's hard to break that down into HOW we can really be empathetic.

And measure IF we are being empathetic.

Seems to me like the best way to do both is to make our customers feel heard.

Great session tonight from Women In Sales (WIS). Very inspirational talk by Lori Richardson, President of Women Sales P...
09/12/2019

Great session tonight from Women In Sales (WIS). Very inspirational talk by Lori Richardson, President of Women Sales Pros, Colleen Manning, Director of Sales for ezCater, Lilian Mitchell, Sales Ops & Enablement Manager for ProfitWell, Jennifer Linehan, Head of Growth for High Alpha

Does your cold email stand up to the scrutiny of some of the best sales leaders?Probably not. No worries, mine wouldn't...
09/06/2019

Does your cold email stand up to the scrutiny of some of the best sales leaders?

Probably not.

No worries, mine wouldn't have either.

That's why I got so much out of last night's "Rate My Pitch" event expertly ran by Rishi Mathur, Ryan O'Hara, Ashley Welch, Nick Casale, and John Barrows.

My top 3 takeaways from the event were:

EMAIL LIKE YOU TALK IRL - ever catch yourself using your email voice? That's when you type things out like "Regards," at the end of your email. Have you ever said "Regards" to someone as you left a conversation? Me either. Email like you would talk at a tradeshow.

PUT YOUR PERSONALITY INTO YOUR EMAIL - you are not a clone of your colleagues. So why should your email look exactly like theirs? They shouldn't! Put stuff in your emails that is uniquely you.

USE PEOPLE'S NAMES IN STORIES - People buy from people. Carbonite didn't buy system XYZ ... Samuel Carmichael did. It makes the story that much more interesting and personal.

Great job by the brave souls who shared their emails and to the panel of experts helping us all get better! @ Improv Asylum

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