Outside In Resources
We’re constantly updating our resources with useful stuff related to sales improvement. There really is a better way of selling.
Read our blog and watch our videos and webinars to see the latest thinking from our team, hear about our happy customers in our case studies and access our sales improvement guides or latest research in our downloads.
Our latest webinar which shared how to clean your pipeline – focus on winnable deals to get better results.
Our latest webinar which shared further details on the Growth BluePrint and how to think about your growth engine
“Dealsheet is a structured sales management tool that should be integral to a company’s sales process!” Sales Leader
Using the simple YOU CAN GROW model we look at GROW in this short video, so you can systematically plan and execute more successful coaching discussions today.
Watch “The 7 habits of motivational B2B sales managers”.
You can’t manage outcomes such as revenue and customer experience. So, how do you manage the right activities and do the right things, right? A simple and easy checklist to use today.
A video sharing a simple framework that can be used by sales managers to develop individuals in their team. YOU CAN GROW is based on many years experience in b2b sales.
A short whiteboard with interesting facts and a compelling reason for better pipeline management
Download your guide to implementing a new sales approach: how to plan and implement the right approach and how to accelerate adoption and sustain improvement.
Download the example DealSheet business case to show how improved opportunity management could positively improve your bottom line.
Download the 2015 opportunity management research and benchmark yourself against the best.
Do you need to improve forecasting accuracy? See how DealSheet insight helps you improve predictability.
Have you invested millions in your sales team and CRM? Do you need more return on this investment? Watch Outside In video.
Hear about the killer questions for your deal reviews, and get more answers from your team
“DealSheet takes the art of selling and creates objective and measurable metrics which allow me as a sales leader to improve sales performance.” TrustComm
Download this Opportunity Management Guide to help b2b sales people make the right choices for sales improvement | First published by the ISM.
This message is all about choices. Its about making the right decisions, personally and across a sales team. Taking calculated risks about which opportunities in your pipeline, are worth putting your limited time into.
At Outside In, we believe that one of the greatest success factors in B2B sales performance is how you manage your opportunity pipeline. We wanted to gather evidence to prove [or disprove] this belief. Download the high level research findings (infographic)
Hear our opinion on why it is vital that your sales team focus on winnable deals. Because some deals are winnable (giving a return) and other just are not (costing you a lot).
“DealSheet works for us, bringing rigour to our P-WIN (win probability) and P-GO (opportunity will progress) measurements. It’s the main point of sales manager/director dialogue and makes a real difference in focusing on the real opportunities rather than those that will soak up effort, but not deliver in the end.”
“I have a much better grip of the pipeline now. My team found this easy to use and it has really helped me to focus our efforts on those we have a chance of winning.”
“Outside In were able to accelerate our adoption of the core building blocks for sales performance.”
“DealSheet is really helping us to win more business and to be more effective in our sales process.”
For Salesforce administrators the installation guide can be downloaded below In addition this guide is available in the Deal Sheet folder in your Salesforce Documents tab.
“The proposition material changed the conversation with our partners and helped us to confidently engage with them to drive growth.”
100% of coached individuals believed that performance coaching had a positive impact on their performance & 80% would “definitely” recommend to their colleagues.
“Outside In were able to work as part of our team, using their expertise to build a well structured and engaging set of workshop sessions.”
“Using the Outside In framework and benchmark insight added credibility to our project and helped us to engage the executive team more effectively.”
“We are now so much more confident of the potential for this service and Outside In were able to accelerate the whole process for us.”
Deal Qualification approach development for global services company "Finally we have a common approach in our business to opportunity qualification" VP Sales Better win rates and deal governance, reduced costs and tighter alignment of goals. The BID to WIN ratio...
The measure of customer satisfaction was significantly improved 50% growth in proportion of “Very satisfied” clients. Retention of a number of £1m+ accounts previously under threat. The awareness of customer value increased across the organisation The client...
£2m+ new opportunities added to the pipeline Confidence levels in the sales team improved significantly in support of senior level customer engagement Account plans / strategy were deployed much faster than previously Senior leaders “walked in customer shoes” as they...
Marketing campaign costs reduced by 75% and more orders were generated New clients were acquired in the target markets. Sales team time spent with customers was increased by 60% The ability to ‘qualify’ key opportunities improved, significantly lifting percentage win...
We clarified Customer needs, profiles and and priorities. Four differentiated customer segments were developed to focus activities. Collateral was developed as a starting point for performance management (objectives, expectations and reporting models). The...
We identified 3 priorities for performance improvement Accelerate new proposition development for 2 specific new offers Improve Qualification and opportunity management process Implement an initial performance management approach The client issue We worked with...
A Fully documented and supported process helped to raise the bar in proposition development coaching Many £’000’s saved in 'wasted' proposition development costs Coaching of live opportunities accelerated progress for selected propositions The client issue...