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The Sales Review

Learn about emerging best practices, strategies and insights on B2B sales today dedicated for the modern sales organization.

Build High Performing Sales Teams With The Right Processes Ft. Tiffani Bova

Posted by Julia Manoukian on Jul 11, 2016 11:48:07 AM

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Ask Tiffani Bova the one thing salespeople can do to be more customer-centric and her answer might surprise you: your sales metrics could be lying. 

Bova says sales teams need to focus less on the metrics around calls, pipeline, velocity, close rate, leads and qualified leads, and more on KPI’s and such as:

  • How healthy is our customer base?

  • Are you up-selling and cross-selling?

  • Is the share of wallet going up?

  • Is the deal size increasing?

  • Is the tenure of the customer increasing?

  • The customer satisfaction doing up?

  • Are our net promoter scores going up?

In her session at Digital Sales Camp, Bova argues deliverables is one area sales teams miss in their conversation about digital transformation.

“The customer is far more disruptive than they’ve ever been before,” she says about evolving sales metrics to catch up with customer-centricity.

“The customer should be the true north for everybody,” she adds. (Click to Tweet)

Process: Digital Transformation for Sales at Digital Sales Camp

On July 21, Bova will be one of 35 speakers at Digital Sales Camp — the world’s largest digital selling event. Other speakers talking about digital transformation include:

  • Tim Riesterer: Insights That Incite: Creating Action, Not Just Likes

  • Jamie Shanks: Social Selling Mastery: A concrete framework for engaging today’s buyer and building relationships

  • Dan Freund: Building A Sales Model For The Modern Customer

  • Bob Perkins: A Sales Disruption… This Isn’t Your Father’s Sale Anymore!

Digital Sales Camp is a day-long blended learning experience full of proven strategies and powerful insights to transform your organization into a digital machine. It is the ultimate learning experience for sales leaders and professionals.  

View the entire agenda here.

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Julia Manoukian

About the Author

Julia is focused on creating, managing and producing everything content-related at Sales for Life. From product to content marketing, she is committed to constantly evolving the company's marketing strategy to exceed the demands of the ever-changing buyer.