Categories: Sales Messaging | Selling to the C-Suite
Your opportunities, especially at the enterprise level, are rarely ever sold to a single decision-maker. Top-performing organizations have go-to-market teams that successfully navigate buying committees of multiple stakeholders, as well as the parties who influence them, to sell deals at a high value. The best revenue teams have the cross-functional credibility and willingness to have multi-faceted sales conversations that drive a collective “YES” from all stakeholders. They build widespread agreement on positive business outcomes, success metrics, and the requirements needed to get there. This agreement helps to drive the urgency of solving the customer’s business challenges. The key to driving this kind of unanimous support for your solution in all purchase, subscription, or renewal processes is to coach your revenue team to identify, early and accurately, certain archetypes in the sales process. We call this charting the buyer landscape.
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Categories: Adoption and Reinforcement | Sales Transformation
With any strategic change initiative, there’s always the question of whether or not it will stick. If you’re tasked with ensuring your sales organization can execute against aggressive growth goals, you’ll want to ensure that the investment you're making in a new approach pays off. Whether you are wrapping up a sales kickoff or delivering a new training initiative to your team, the ROI of the new strategy depends on your post-implementation plan. Building sales capabilities and driving ongoing reinforcement is not easy. Even veteran leaders aren’t immune to the risks that come with investing coveted time and resources in a sales transformation initiative. However, experience does provide insight on what not to do and how to lead from the front in a way that drives ongoing results.
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Categories: Company Alignment | Sales Conversation | Sales Messaging
If you’re leading an organization that’s selling a solution, whether in an established market or a new vertical, you’re competing for your buyers’ attention. The competition is high – we are all faced with hundreds of sales messages each day. Successful sales organizations know how to consistently rise above the noise and command greater market share. These organizations ensure that the entire customer-facing team understands how to communicate the value of their solution in a way that’s meaningful to the buyer’s needs and outcomes. The customer journey no longer begins and ends with the salesperson; to stay competitive, it's critical to ensure that value is being created and captured at every stage of the buyer experience. Start by equipping every member of your go-to-market team with the customer-first mindset associated with the business conversation.
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Categories: Podcasts
We've wrapped up another exciting month of podcast episodes, and this time we're bringing you some great tactical conversations on the current best practices in sales from seasoned sales leaders. Whether you're an upcoming leader or are currently managing a sales organization, there are some valuable lessons to be learned from these guests. From preventing deal slippage to mastering customer success to maximizing the value of Sales Engineers and Sales Development Representatives, dig into these conversations to learn what strategies leaders are finding success with right now. We recently started publishing two episodes per week, so there are even more great lessons in leadership to unpack! Make sure to subscribe to the Revenue Builders podcast on your favorite podcast player, so you never miss an episode.
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Categories: Front-line Managers | Sales Planning | Sales Process
Healthy sales pipelines and accurate forecasts are grounded in structured territory, account and opportunity planning processes. These processes provide sales managers with an unrestricted line of sight into their sales organizations. Without this line of sight, sales organizations often miss quota goals, forecast revenue inaccurately, and close the majority of deals late in the quarter – or year.
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Categories: Company Alignment | Sales Transformation | Sales and Marketing
In today's highly competitive market, it's no longer enough for a sales organization to differentiate itself solely based on its offering. The most successful companies today are those that create differentiation in their initial sales process and the customer’s journey. That level of execution requires that leaders enable every customer-facing team and role to be fluent in a unified sales message, strategy, and execution.
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