sales and football success: saleswise scores

Sales and Football Success: How Greater Visibility Scores

There are a few signs that summer is coming to a close: Labor Day weekend cook outs, cooler temperatures, Q3 winding down, and the return of football. For football coaches and sales leaders, the long road to the “big games” of the year begins – whether it’s meeting end of the year goals or making it to post-season playoffs. Every good coach – in sales and sports – knows that a strong playbook is the key to success, combined with good coaching and great players. In this post, we discuss the benefits of SalesWise as your game film, playbook, and coaching guide to lead you to success.

See the Last Game Played

In any meeting, it’s crucial to know when – and the outcome of — the last time you met. CRM acts as a great highlight reel, but it doesn’t complete the larger picture. In fact, we found in our research that 76% of events aren’t ever captured within CRM. With SalesWise, we show graphically when the last meeting was, and most importantly, who was in attendance. As a sales manager, you can see if the star players were in the meeting, or if they were sitting on the bench. The absence of these key decision-makers may indicate that an account needs some attention, and allows you to step in for further coaching.

Analyze First Downs and Fumbles

Whether it’s in sports or sales, fumbles are inevitable. But having the ability to “review the film” allows leaders to analyze why it happened, and better coach their sales representatives so that the same mistake doesn’t happen again. And while pipeline meetings have traditionally been an effective coaching strategy, being able to see the actions, rather than the representative’s description of the actions, allows more effective and efficient coaching. On the flip side, once you develop the recipe for success, it’s important to replicate it – especially when new members are added to the team. With SalesWise, you’re able to see the play-by-play of every relationship, including the calendar events, email messages exchanged, contact information for key players and crucial documents needed to close business.

Build on Success

When it comes to winning championships, it takes more than just a good offense. The combination of offense, defense and special teams performing at their best makes the organization as a whole successful. We know this at SalesWise, which is why our platform enables better communication between functional groups after the touchdown. Without per-seat licensing, you can easily share the details of every account with Finance, Customer Success, or anyone else that may have an interest. You always want your customers to have the most positive experience possible, and a more informed team provides that. In addition, this historical information, SalesWise helps you easily see up- and cross-sell opportunities that may have been lost in CRM. In fact, SocialToaster uncovered about $1 million in opportunities that were previously overlooked.

 

Coaching is key when it comes to setting your players – in this case, the sales reps – up for success. By providing the right tools and visibility into accounts and historical data, SalesWise enables sales leaders to be more efficient and effective coaches than ever before.

sales team coaching

Teaching A 25-Year Sales Leader New Tricks: Joining SalesWise As The New CRO

As of tomorrow, I will have been with SalesWise for 60 days now — joining as the Chief Revenue Officer. What a ride it’s been, and I am sure, will continue to be!

In the past two months, I’ve seen a lot and have learned a lot even with 25-years experience leading teams under my belt. I’ve had the opportunity to hear from clients the top challenges they face in leading their sales organizations. I’ve learned that the leadership challenges I’ve struggled with the last few years are far more common than I thought and that the world is changing more rapidly than ever as the Information Age reaches maturity. I’ve also had to fundamentally rethink the way I lead a sales team.

It’s been a privileged position. To be able to speak to other sales leaders directly and hear their struggles and concerns has been humbling. It’s never been more difficult to guide a world-class sales function. And to see firsthand the value of what happens when a more complete view of selling efforts is made visible and transparent across a sales organization. This has forced me to rethink and retool some of my most deeply entrenched sales management strategies.

I thought I would take a moment to share what I’ve learned so far, focusing on three distinct lessons:

  1. Why I struggled ADOPTING the SalesWise platform initially, and how I adapted my style as a result of having more information at my fingertips.
  2. The CULTURAL difference I see here and in other companies that leverage the SalesWise platform.
  3. The ways I’ve improved my COACHING efforts as a result of having a deeper understanding of what is really going on with our accounts and opportunity pursuits.

Old Dog, New Tricks

“Check the card!”
“Steve, you can see it in the card.”
“Why don’t you just check the card, Steve?”

In the first two weeks of being a part of the fantastic team at SalesWise, these are the phrases I probably heard the most. It was really interesting. I joined SalesWise because I was very impressed and excited about the opportunity that rich data, with no data entry, could provide sales leaders and sales teams. I saw the huge potential and definitely wanted to be a part of it. Yet I struggled mightily to get used to the idea, and incorporate that rich and readily available data into my own approach.

As someone who has led sales teams for over 25 years, I came face-to-face with the notion that my management approach was grossly outdated and could be better channeled.

Over the first few weeks of taking my new post I ran the same pipeline update calls in the same way I always had:

“Daryl, what is going on with so and so?”
“Danny, bring me up to speed on the latest with ABC Corp.”
“How did that call with XYZ go?”

And my new team, thankfully, had one recurring response…

“Check the card!”

By that, they meant to check the SalesWise Card, where all their email follow-ups, meeting invites, documents exchanged and account contacts engaged were available and visible for everyone in the company. Myself included!

At first, it was a bit annoying. I didn’t WANT to have to check the card. I wasn’t used to having to check the card. Why can’t they just tell me??!! Then, it hit me like a ton of bricks. What they were saying was, “Steve, stop selling the Kool-Aid long enough to take a sip.”

As excited as I was to join the company, and as valuable as the tool seemed to me, it was interesting to see how engrained my old methods were. Methods, born of an age where this kind of rich detail was impossible; not even a pipe dream.

Thankfully, I powered through with the help of my team, and now I spend a lot less time asking what happened and more time strategizing, coaching, and offering to insert myself directly in a particular sales effort. I let my team do what they do best while enabling me to help them be their best. Our pipeline calls are more about deal strategy and next steps because objective reality is so plainly and easily seen. It’s been revelatory.

You can teach an old dog new tricks!

Sales Culture

One of the things I often get asked by clients is how SalesWise is received CULTURALLY; specifically by the sales teams whose activity is made visible to leadership and others so quickly and efficiently. It’s a very good question and one that needs to be considered closely before embarking on the path of radical transparency.

After thinking through my first 60 days at SalesWise and reflecting on some of my past career stops, the conclusion I’ve come to is this:

The SalesWise platform will ACCENTUATE whatever sales culture you have today.

If you have a positive, collaborative, and helpful management style and sales culture, SalesWise will accentuate that. If you have a domineering and distrustful culture, SalesWise will accentuate that, too.

I am thankful that the culture I stepped into here at SalesWise is so open, collaborative, and transparent. Is that a function of the people or the platform, or both? Probably both. The people here are some of the most committed and positive people I’ve ever had the good fortune to work with, and our CEO, Gregg Freishtat, rolls up his sleeves to do whatever it takes to make things happen. It’s a real team dynamic.

When our people are combined with the SalesWise platform – that gives our Marketing, Engineering and Finance teams just as much visibility as our sales team has – collaboration, transparency and teamwork are magnified. Everyone is pulling together to serve the client base and grow the business. When everyone can see the client through the same lens, personal agendas take second fiddle to the needs of the clients and the needs of SalesWise.

And I’ve seen the same dynamic with our clients. They report that after the initial adjustments, like what I experienced, teams work together better with SalesWise in place. Pipeline reviews are more honest and strategic. Leadership is more deeply and effectively engaged. Culture is magnified.

Coaching on Steroids

A recent report by SiriusDecisions looked at the top five challenges faced by Chief Sales Officers. It was interesting to see that three of the five issues were directly or indirectly related to coaching. Here are all five:

  1. What is the ideal organizational design and investments to hit my quota?
  2. How do I hire the right people and train them quickly so they can make an immediate contribution to hitting my quota?
  3. How do I improve sales rep productivity so I can get more business out of my existing reps, and how do I retain my best reps so I can hit my quota?
  4. How do I ensure that reps utilize a buyer-driven sales process so I can keep control of my business and bring predictability to the forecasting process?
  5. How do I work effectively with my peers in marketing, finance, and product so I can hit my quota?

At SalesWise, we believe that the keys to success are as follows…

Use a consultative approach that focuses on the buyers’ needs and priorities.
Connect directly with all the influencers and decision makers involved in making a purchase decision.
Bring the entire SalesWise team to bear in the effort to make the client successful.

…and we review these tenants regularly in our scheduled and ad-hoc coaching sessions.

From a leadership perspective, I monitor the messaging our sales team is using to make sure it is buyer-focused, not SalesWise-focused. From the emails and meeting agendas, I can drill into the depth of qualifying that has been done, and help my team think about how we map to specific business value in the unique client environment we have uncovered. My coaching here is focused on making sure we understand their business challenges and introduce ways the SalesWise platform can address specific and pressing business objectives.

I also use the SalesWise platform to graphically and intuitively see who we are engaging with and to make sure that the typical personas involved in the evaluation of our solution are actively and recently engaged. When I see opportunities to guide a salesperson, I am able to coach positively and point to wins where we had the right constituents at the table early and throughout the decision process. We use our industry-first Relationship Graph quite often to gauge whether the right people are being involved — it really is a game-changer.

And finally, I look for opportunities where a member of our Engineering or Onboarding teams can get involved to help answer client questions and resolve risk, security, deployment and other concerns. Like most sales teams, we rely heavily on the support of other teams to answer questions, address objectives and creatively solve unique client challenges. Getting these teams engaged at the right time is something I can impact by knowing the state of the opportunity and the kinds of concerns that are being raised by our client.

It has been a revelation how true transparency makes my coaching efforts more effective, while putting objective sales interactions front-and-center.

As I said at the outset, it’s been a lot of fun being a part of the SalesWise story. But it’s also been quite educational, even for a tenured sales leader. I hope you can learn from my experience and develop evolved management strategies; drive a culture of transparency; and coach and guide your teams more effectively.

If you would like to connect or discuss, you can find me on LinkedIn or steve@saleswise.com.

Four Signs that Account-Based Selling is Right for You

Four Signs that Account-Based Selling is Right for You

One of the biggest sales strategies in 2016 was Account-Based Selling (ABS), and 2017 has been building on its momentum to drive today’s B2B sales. With the breadth of channels and depth of information sales and marketing teams have access to, gone are the days of “any lead is a good lead.”

Account-Based Selling has grown due to the strategy’s effectiveness in breaking through the noise surrounding digital marketing. While in the past there may have only been one or two decision-makers within the buying process, Gartner found that now 7-8 people are typically involved in all areas of the buying process, especially in enterprise tech sales. This buying process calls for a solution that engages with multiple functional groups within a single organization, rather than addressing a singular buyer persona.

According to the 2016 #FlipMyFunnel Account-Based Marketing Benchmark Survey Report, 64% of B2B marketers who don’t currently have an account-based marketing program plan to implement one in the next year.

Is your organization ready to take the plunge into ABS? If you’ve seen the following signs, you’re ready to make the strategic switch.

You know your target audience

This probably sounds like a no-brainer, but the first step to implementing an Account-Based Selling strategy is knowing the key accounts your strategy will focus on. According to the 2016 B2B Marketing Data Report, 75% of records analyzed lacked the necessary data on prospect industry, revenue, and employees crucial to effective ABS. The foundation of ABS is that your sales and marketing efforts are focused on the account at large, rather than a specific job role (“persona”) within an organization.
Furthermore, ABS is built around quality over quantity – if you don’t have a precise knowledge of your target audience, ABS as a strategy will be ineffective. With the traditional funnel, the top of the funnel is filled with as many prospects as possible. ABS, on the other hand, engages fewer accounts, but they are much more targeted and representing the ideal customer profiles (ICP) with a higher likelihood to close.

You’ve exhausted your inbound marketing strategy

This isn’t to say that inbound marketing is dead, by any means. But the B2B ecosystem is incredibly saturated, and may not be the most effective for your target market in 2017. With a market that is moving towards a group-buying process, inbound marketing loses effectiveness because it is difficult to consistently produce messaging that resonates with everyone (FunnelEnvy). A strategic combination of inbound marketing and ABM will establish your organization as subject-matter experts, while delivering highly-targeted content to those accounts deemed most important.

You have strategic, valuable content (Or, you’re ready to create it.)

If you’ve been using an inbound marketing strategy, it’s likely that your organization will already have some valuable content that can be tweaked and expanded upon. But remember, the success of ABS relies on attention to detail for an entire organization – not just the champion (or at least, the target personas targeted within the account).
This presents an opportunity for perfectly crafted content that speaks to the specific problems and needs of each point of contact. While your old content marketing strategy may just speak to the problems of a specific user, you may now be reaching six different functional roles within one organization.

True sales and marketing alignment

In an ideal world, an aligned sales and marketing strategy would be the industry norm, but that isn’t necessarily the case. Sales and marketing alignment are critical to an ABS strategy. Misalignment, then, inevitably leads to failure. Organizations with aligned sales and marketing teams are 67% better at closing deals (Marketo) and generate 208% more revenue from marketing efforts (MarketingProfs). In fact, Account-Based Selling and Account-Based Marketing can almost be used interchangeably – the process relies heavily on the collaboration of the two teams. This is because sales typically owns the account relationship, while marketing is generally responsible for the messaging and branded assets. In order for sales to provide the most valuable content available to their highly-qualified targets, they need to collaborate with the larger marketing initiatives.

Enacting ABS is no small task because it requires a fundamental change in mindset – both in your sales team and by your sales leadership. Clear communication and accurate forecasting to organizational leaders are imperative to the success of ABS. But when the signs are all present, account-based selling can be one of the most effective ways to land large accounts and expand within them.

Learn how SalesWise can provide greater visibility to your sales leaders and drive additional incremental revenue when shifting to an Account-Based Sales strategy (see how it works). Or, schedule a quick demo to see how SalesWise enables ABS teams.

SalesWise Sales Game

Three Signs It’s Time to Up Your Sales Game

Everyone knows you have to have “game” to close deals and solidify the sales relationship. But what should you do if your sales have slumped and solid leads are coming in at a snail’s pace? There are many reasons performance may be temporarily lacking. Here are three telltale signs it may be time to up your game:

Sign #1: You’re struggling to get updates from your sales team.

Your team works hard. Inevitably they feel inundated by the amount of data entry they need to complete while also ensuring to spend adequate time selling. In fact, sales professionals spend only 33% of their time selling (Toutapp). They spend an average of four hours per week updating Salesforce. The reality is, you’re not alone. Yet, Salesforce itself reports that 91% of CRM data is incomplete.

Therefore, do you spend time motivating, inspiring, incentivizing, or maybe even antagonizing your team into completing their CRM updates? Or, do you look at the real dilemma? Truth be told, what you really need is greater visibility. Your CRM solution is only as useful as the data it holds. If most of the data is incomplete, you need to look elsewhere. The real relationship-building is taking place outside of your CRM. Instead, it’s in your team’s inboxes. It’s their email communications, the meetings on their calendars, shared documents, and more. Transparency breeds more effective sales outcomes – time to get wise!

Sign #2: Productivity is a never-ending challenge.

A wise guy once said, “Don’t be busy, just be productive.” So, what’s keeping your team busy?

Part of it may be the CRM data entry we just talked about. Another part may be all of the other disparate systems your team is utilizing. IDC reports 61% of employees typically access four or more systems to get the information that need to do their jobs. Moreover, in their 2015 Workforce Transformation Survey, they additionally reported that employees spend an average of 7.36 hours per week trying to find information and an average of 8.15 hours per week trying to find people or experts.

Other productivity killers? When asked what gets in the way of work, employees say wasteful meetings (59%) followed by excessive emails (43%) (Workfront 2016 Survey). Perhaps it’s possible that in your best efforts to increase productivity and the flow of information – through regular status update meetings and/ or a continuous trail of CC/ forwarded emails – you may, in fact, be enabling a less productive work environment.

At SalesWise, we resolve common sales productivity issues with our proprietary Cross Application Relationship Data (CARD) platform that aggregates all of your sales relationship data into one simple view. In turn, you reduce the need for recurring sales-update meetings and decrease email workload by 30%.

Sign #3: You feel like you’re on an island.

In today’s corporations, it’s impossible to achieve effective sales without the efforts and collaboration of other interdepartmental groups (e.g., accounting, procurement, legal, etc.). According to a 2005 study by McKinsey, only 25% of senior executives surveyed described their organizations as “effective” at sharing knowledge across departmental boundaries.

Equally important to your external sales relationships are these internal relationships taking place within the walls of your organization. Truth be told, when divisions are siloed, so is your data. As long as your team feels like it’s on an island and/ or communication with these departments is cumbersome, lengthy, or worse, ineffective, your sales may suffer. In fact, 86% of employees and executives cite lack of collaboration or ineffective communication for workplace failures (Salesforce).

At SalesWise, we believe in democratizing your data as a means of driving stronger, more effective alignment and collaboration. No matter how your team or customers change, all of your relationship data is organized and instantly accessible to those who need it most – whether on your sales team or in the marketing department.

Merriam-Webster defines “game” as “a procedure or strategy for gaining an end.” Whether in a slow season or at full capacity, your team should feel ready to take on the challenge without concern that opportunities or contacts will fall through the cracks. Learn more about SalesWise’s Business Relationship Intelligence by visiting www.saleswise.com/get-started.

How to Ask Your Customers to “Be Mine”

How to Ask Your Customers to “Be Mine”

It’s nearly Valentine’s Day and we all have love on our minds, right? Well, maybe…

While you may be hitting up the nearest florist shop or chocolatier’s quarters on your way home from work, as a sales manager, you’ll be spending the day like any other – pursuing leads with your team. What if you took this commercialized-holiday-of-love as an opportunity to ask yourselves, “How will I ask our prospects to ‘be mine’?” Following are a few tips from a few Wise (and smooth) Guys.

Be Attentive.

You can’t exactly woo a woman, or a customer for that matter, unless you are attentive to their needs. Being attentive to a prospect’s needs involves having access to information. With multiple departments – sales, finance, legal, etc. – likely communicating with your prospect, too, attention requires coordination and collaboration.

At SalesWise, we enable teams to be more attentive through our Discover console. Here, we go beyond the CRM and limitations of your per-seat licenses to access customer information. We help sales leaders and their teams to see the real-time status of accounts. We couple your Salesforce CRM data with account-based relationship activities, such as meetings, tasks, email exchanges, documents and more, to allow you to Discover the prospects with the greatest needs and/ or potential.

Now, if only there was a barometer like this for dating, right?

Show Them That You Care.

Knowing who to send your valentine to is one important step. Sharing the right message and/ or delivery channel is also equally important. It’s in these ways that you show your Valentine (or customer) that you really care.

With SalesWise’s proprietary Cross-Application Relationship Data (CARD) platform, you can gain greater visibility into the vital details of the communications that are already taking place across functions within the enterprise. In one simple view of the CARD, you can see up-to-date information to help you more effectively manage your growing sales relationship. Armed with this critical intelligence, you and your team will be able to send messages that will resonate favorably with your target customers.

And, no, a text message is not a valid Valentine’s Day gesture.

Find the Right Timing.

So you have the flowers, the chocolates, and the sentimental card, but when should you deliver the burning question…“will you ‘be mine’?” Most sales professionals have heard that it’s best to make cold calls late in the afternoon or that Thursday is the best day to prospect (The Brevet Group). But we all know every customer is different.

With SalesWise, you can filter your customer data by given time periods to ensure you and your team are not missing out on opportunistic moments. For example:

  • Meetings held last month with no follow-up
  • Accounts to close this month with no emails or meetings in the last week, etc.

Timing is everything when it comes to sealing the deal. Don’t let another Valentine’s Day pass without exploring the possibilities with SalesWise’s Business Relationship Intelligence. Visit www.saleswise.com/get-started.

SalesWise Discover Console

SalesWise is Helping Sales Teams Discover Deals And Win Opportunities

SalesWise has always gone beyond the CRM to help sales leaders understand the statuses of the most important accounts. To that end, we are releasing the latest Discover. Now, leaders and their teams can find opportunities and accounts based on activities.

SalesWise Discover Console

Discover Opportunities. Discover Activities. Win Deals.

From Day 1, every Account and Opportunity is extracted from Salesforce and synced with SalesWise. Couple your CRM data with account-based relationship activities, and you have a powerful way to find accounts needing attention and how.

From the Discover console, surface Accounts by activities in a new, powerful way. Simply filter activities by

  • Meetings
  • Tasks (Salesforce)
  • Emails
  • Documents
  • Notes (Salesforce)

Combine these filters given time periods to identify accounts requiring your absolute attention including — great to ensure deals don’t fall through the cracks.

  • Opportunities to close this quarter with no scheduled next step
  • Opportunities to close this month with no emails or meetings in the last week
  • Meetings held last month with no follow-up
  • Accounts with lost opportunities with no touchbase in the last 90 days
  • Many, many more!

Create the searches important to you!

Want to learn more?

Contact a Wise Guy today to find out how SalesWise can provide clarity and continuity into your customer relationships to drive greater productivity across the enterprise.

5 Essential Skills of a Great Sales Leader

5 Essential Skills of a Great Sales Leader

The role of a sales leader can be challenging – managing teams, projecting sales, enabling and sustaining a stable (and hopefully successful) sales process, and more! The job description is clear. Your role is defined. But, what skills really set the great sales leaders apart from the rest of the pack?

1. Strategic

Every great sales leader must be strategic. In a position where you are constantly reviewing data, plotting an approach and predicting an outcome, it’s crucial to be not only analytical but also investigative. It requires the ability to recognize patterns, tune into trends, and seek out the necessary insights.

Data is central to these points, and thus, must be readily available to you. CRM systems can provide some of the data you need, but in most cases, sales leaders are also pulling data from alternate teams/ resources, as well as anecdotal insights from their sales team members that never made it into the CRM system! If there is a problem to be solved, a hurdle in your team’s pathway, you’re the leader to figure it out. Devising the how-to plan isn’t even possible unless you have the most efficient tools to do so. A leader recognizes this challenge and will approach a solution strategically.

2. Innovative

According to GE’s 2012 Global Innovation Barometer, 92% of senior executives agree that “innovation is the main lever to create a more competitive economy” (Inc.com). The ability to innovate is a vital skill. In an industry that’s about as old as they come, it can be hard to think outside the box and reinvent a new and better way.

Great sales leaders are always looking for a new way to do things better. By nature, they are receptive and open to untried methods that may afford them greater efficiencies and growth – that competitive edge.

CRM has been a cornerstone tool in just about every sales organization. With new technologies abound, maybe it’s time to think outside of the software box. SalesWise is an innovative Business Relationship Intelligence platform that provides sales leaders with real-time data synchronized across all their systems to provide a full 360-view of customer interactions.

3. Communicative

Having a strong, innovative plan is great and all, but if you can’t effectively communicate it with your team, you go nowhere. Communication is essential in any managerial role, but to a much larger extent in a sales leadership role. Relationships both inside and outside of the organization carry great weight. Insight into customer interactions is important, but so are insights into inter-departmental interactions. 80% of line-of-business leaders in sales, HR, procurement and more say problems arise due to different internal systems/ applications that do not talk to each other (IDC). It’s clear siloed structures are a challenge.

Collaboration is the brother to effective communication. 86% of employees and executives cite lack of collaboration or ineffective communication for workplace failures (Salesforce). It’s fundamental to a sales leader’s role. Successful sales models employ not only a smooth process, but also equal collaboration between both sales and non-sales team members alike. Data limited to CRM licensed users and/ or an individual’s inbox makes collaboration an uphill, time-consuming, and costly battle. That’s why SalesWise believes in democratizing your data to facilitate communication and office-wide collaboration.

4. Effective

In a personality test, top sales managers scored 27% higher in the priority-focused facet than underperforming sales managers. To be effective, sales leaders must be good at identifying and tackling the priorities. They’re impactful – seeing the big picture and discovering the one solution that can make it better. In fact, high-performing sales leaders are 51% more effective, on average, in meeting their quota goals than their underperforming counterparts (Harvard Business Review).

So, how is this possible if, sales team members only spend about 1/3 of their time selling? What else could they be doing? The rest of the time is spent on administrative tasks (e.g., CRM data entry), meetings, and research. What if you could increase sales productivity by reducing the need for data entry, catch-up meetings, and customer insight research?

SalesWise’s proprietary Cross Application Relationship Data (CARD) platform enables visibility into every vital conversation with prospects and customers, meetings occurred or upcoming, documents exchange, and every person involved in a sales relationship. Everything aggregated into one simple, always up-to-date view. By just checking the CARD, sales leaders and their teams can share real-time critical intelligence across the enterprise while more effectively managing their sales relationships. Talk about impact!

5. Motivational

Lastly, every great sales leader must be a motivator! As the late and great Muhammad Ali once said, “It isn’t the mountains ahead to climb that wear you out; it’s the pebble in your shoe.” A sales leader’s job is to minimize the pebbles for his team.

Coaching is the number one sales management duty that drives sales performance. 69% of salespeople who exceed their annual quota rate their sales manager as being excellent or above average (Harvard Business Review). A great sales leader is a great coach who inspires his team to reach their greatest potential. Challenges to a sales team’s productivity, data accessibility, and integration are all pebbles in the sales process. To motivate, great sales leaders must eliminate these stones.

Aristotle once said, “The whole is greater than the sum of its parts.” Behind every great sales leader is a team of great sales people. Together, you are stronger. The right tools can help to set you apart. To learn more how SalesWise’s Business Relationship Intelligence platform can enable sales leaders, visit www.saleswise.com/the-platform/.