< back to event library

Micro-actions, Big Wins: Using Sales Plays to Exceed Your Conversion Goals

Sellers struggling to meet quota is a common plight across companies. Yet, investments in enablement programs, qualification frameworks, and sales playbooks have failed to deliver the expected outcomes.

In the age of AI, shouldn’t there be a better way to equip your sellers for sales success?

Join Modern Sales Pros for an exclusive webinar with an enviable line-up of sales leaders willing to share their secret sauce with you.

Discussion topics

Where do deals get stuck in the sales process?
How to enhance sales process execution by focusing on micro-actions.
The role of AI in helping drive sales effectiveness and efficiency.

Key Takeaways

Prioritize Diagnosis and Problem-solving in Deal Management: Sales teams must identify where deals get stuck during the sales cycle, analyze conversion rates and time between stages, and devise strategies to overcome these obstacles. Continuous discovery and qualification, along with aligning the proper sales process, can assist in ensuring smoother operations.
Use Quantitative Approach in Customer Understanding: Quantifying customer pain and thoroughly understanding relevant metrics is crucial. Accessing the economic buyer and building the right champion can aid in creating urgency and, thus, driving sales.
Encourage Playbook Adoption and Compliance: A playbook that lays out the series of actions needed for success can serve as a roadmap for reps—layer in AI to reinforce play execution and ensure compliance through clear expectations, coaching, and preparation.
Focus on Repetition and Practice: Like athletes and chefs, sales reps should rehearse the sales process multiple times until they own the words and actions. Leverage technology to facilitate this process. Equally important is that leaders should practice management behaviors themselves to effectively coach the sales team.

View the Full Digital Library