Categories: Sales Messaging | Sales Planning | Sales Qualification
Part 3 of 3 In the first blog post of this series, The Subscription Economy: What It Is and How It’s Changing The Way People Buy, we asked Zuora’s VP of Worldwide Sales Strategy and Execution, Dave Frechette, to introduce the concept of The Subscription Economy - the move from traditional pay-per-product/service models to subscription-based Software as a Service (SaaS) models. In the second post, How the Subscription Economy is Driving a New Kind of Business Model, we pulled notes from our conversation with Dave to highlight four essential areas of business operations that are changing in response to the Subscription Economy. In this third and final post of the series, we’ll discuss one of the most important changes brought about by the shift toward subscription-based businesses – How subscription-based sales models are driving changes to the sales process.
Share
Categories: Sales Planning | Sales Process
Part 2 of 3 In the first article of this series, “The Subscription Economy: What It Is and How It’s Changing The Way People Buy,” Dave Frechette, Vice President of Worldwide Sales Strategy and Execution at Zuora, shared his thoughts on why many businesses are moving toward a subscription-based selling model. This Subscription Economy, a phrase coined by Zuora, is fundamentally changing the way businesses operate. The shift to the Subscription Economy brings with it the need for a completely different approach to building your business.
Share
Get the latest tips and advice delivered right to your inbox.
Categories: Sales Messaging | Sales Process
Part 1 of 3 We recently sat down with Dave Frechette, Vice President of Worldwide Sales Strategy and Execution at Zuora, a leading commerce, billing, and finance solution for subscription-based businesses, to discuss his thoughts on the “Subscription Economy.” The Subscription Economy is a phrase, coined by Zuora, describing the new business landscape in which traditional pay-per-product (or service) companies are moving toward subscription-based business models. We’ve taken the notes from our conversation with Dave and laid them out in this three-part blog series.
Share
Categories: Talent Management
Every sales organization needs a buyer-driven sales methodology that arms sellers with knowledge and tools to effectively qualify, manage and close sales opportunities. The right sales process should encourage and equip your sales team for success. If sales organizations don’t get it right, their sales execution process can actually hinder sellers instead of enable them. Your sales execution process should follow an established blueprint for success. Execution may vary slightly, depending on your sales environment, buyers and remote vs in-person needs, but your benchmarks should remain the same.
Share
Categories: Sales Negotiation
Recently, B2B companies have seen a shift in the landscape with the rapidly growing popularity in Software as a Service marketing. Now that both SaaS and Traditional sales models have their place in today’s business landscape, sales organizations are facing a difficult challenge; to align these sales models to “play nicely together” for cohesive sales execution. Unfortunately, few B2B sales organizations have made the necessary shifts in sales execution to complement both selling methods. So how can you effectively align SaaS and traditional sales models? You’ll need to start out by aligning your sales process with the customer’s buying process, establish standards for qualifying sales opps, and support sellers in consistently capturing, creating and communicating value.
Share
Categories: Adoption and Reinforcement | Sales Conversation | Sales Transformation
Many of the sales leaders we work with say that closing the gap between revenue goals and actual sales numbers is an ever present challenge. It intensifies at the end of every quarter and resets at the beginning of each year.
Share
Content, Curriculum and Community to Accelerate Sales
Visit Ascender
