Categories: Talent Management
Build a process you and your managers can leverage to make your B2B sales talent a competitive advantage. The remote and hybrid work environment provides companies the opportunity to hire talent with fewer geographical restraints creating the ability for leaders to expand their talent pool. Your competition may be leveraging that talent pool to build its sales team, and may be swiping your top performers. If you're considering a renewed focus on your sales talent approach, ensure you have the right foundations to make people successful in your organization and avoid your top talent jumping ship. With more options and more competition, you have the opportunity to ensure you’re maximizing your talent approach. Take ownership of your talent and coaching process.
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Categories: Sales Negotiation
A defined negotiation strategy is a critical component to an organization’s success. If you’re seeing these challenges across your sales organization, it’s time to shift your sales team’s approach:
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Categories: Buyer Alignment | Sales Messaging
There are a lot of organizations that tout what makes them different from the competition. However, at times, that differentiation is simply talk because sales reps are unable to articulate that differentiation in terms of buyer needs. Cross-functional alignment on the competitive differentiation of a great B2B solution and a sales consumable framework that enables reps to leverage that differentiation, can have a major impact on the sales team’s ability to win more and close higher-value opportunities. See how successful sales leaders generate this alignment and operationalize it in a way that drives repeatable sales impacts and company-wide benefits.
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Categories: Sales Transformation
Changing the sales behaviors of an entire organization requires time, commitment and a plan for reinforcement that drives lasting results. When done right, a well-thought-out strategic initiative creates organizational transformation in a way that accelerates growth and powers valuable exits for growing companies. Successful transformation is an outcome of a concerted effort to reinforce behavior change within the sales organization.
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Categories: Front-line Managers | Sales Kickoff | Sales Messaging | Sales Process
Cracking into new accounts is the top challenge of sales leaders in the current environment. Sales Mastery just released new data after asking 200+ sales leaders for their top sales objective moving forward. While new accounts topped the list, selling more in existing accounts, optimizing lead generation and conversion, and decreasing churn rounded out the top challenges for sales leaders and managers. as they plan to hit their numbers in 2020. At the same time, these challenges are driving key sales enablement priorities. Below are the top three sales enablement initiatives CROs are using to move the needle, according to Sales Mastery, and how to use them to right the course in your sales organization.
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Categories: Sales Kickoff
This blog contains content from our Ultimate Sales Kickoff Resource Guide. Check out all our great virtual sales kickoff resources and tools here. The typical sales kickoff event is going to look different this year. With the possibility of an in-person event becoming more and more unlikely, company leaders are using this opportunity to invest in strategic sales initiatives that they can launch virtually, during the time of their would-be SKO. The move often shifts travel and entertainment funds into tools, content and training to improve critical components of sales execution. Done right, the switch can get companies moving faster and help them bridge critical gaps in achieving their 2021 goals.
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