Aviv Bergman - Gluework | Productive AI Podcast with Troy Angrignon
On this episode, Aviv Bergman, CEO/Founder of Gluework shares the importance of defining and measuring sales processes as a better and faster way of identify funnel leakage, than traditional KPIs. Here are some key takeaways:
1. Have a sales process that identifies pain points and focuses on solutions.
2. Measure the ROI of new sales tools and prioritize sales tasks.
3. Balancing art and science in sales is vital, so establish a sales process that works for your team.
4. Monitor and analyze your sales process to identify potential issues before they occur.
#entrepreneurmindset #salesprocess #businessgrowth #salesmanagement #startupadvice #salesmetrics
Links:
Company: https://www.gluework.io/
LinkedIn: / aviv-bergman
Timestamps:
00:02:25 Ops guy loves data and tools, processes important.
00:04:49 Data analysis difficult, costly and time-consuming.
00:08:22 Sales tech should solve problems, measure ROI.
00:16:43 Monitor digital footprints for proactive process management.
00:20:56 Sales success requires a clear process.
00:25:16 Replicating top sales performers' approach improves numbers.
00:28:48 Startup tips: Believe, ask why, measure success.
Topics Covered:
The challenge of working with historical data
Sales tools and processes
The importance of a well-defined and followed sales process
Preventing lost deals
Building processes to improve business
Tips for building a startup
Key Takeaways:
Believe in what you're doing and focus on solving customer pain points.
Collect critical information that can bring positive change instead of adding more data fields.
It's important to identify inefficiencies and bottlenecks in sales processes before introducing new tools.
Having a sales process or being process-oriented is crucial for success in sales.
Good quotes:
"Improving Conversion Rates: Why is everybody happy we're losing 80% of the business?"
— Aviv Bergman 00:02:2500:04:42
Sales Technology: "In today's market, it becomes more and more critical to really think about ROI, to really think about efficiency, to really think about why are you buying those tools? And if you're not going to think about it as a sales leader, your CFO would think about it very soon."
— Aviv Bergman 00:08:2200:13:51
Improve Your Sales Process: "Do you think that by having a well-defined, aligned, tight, perfect process, right, ideal world, everybody is following the process, everybody's doing exactly what you told them to do according to the playbook, do you think he would close more deals? Usually the answer is, yeah, of course."
— Aviv Bergman 00:14:1900:16:26
Process Efficiency: "The advantage is that you're quite quickly going to understand what moves the needle and what doesn't. And by doing this, you can actually remove the friction from the process."
— Aviv Bergman 00:23:3200:24:56
Startup tips: "Believe in what you're doing. And my best tip, is if you want to articulate a pain, ask one simple question, which is what did you try doing to solve this issue? And you couldn't solve this. And this is what differentiates nice to have for must have."
— Aviv Bergman 00:28:4800:30:39