Categories: Buyer Alignment | Sales Discovery Process | Sales Enablement Technology | Sales Qualification
One way the most successful organizations outperform their competitors is by equipping customer-facing teams with the tools to navigate modern buying committees. In recent years, the stakeholders in B2B tech and enterprise software purchases have grown, which means increased buyer scrutiny. Customers are hyper-focused on ROI, and multiple parties approve deals through different criteria. What does this mean for revenue team leaders? In order to maintain timely sales cycles and hit revenue targets, it’s critical that leaders enable their sales teams to navigate these complex deals. Here are three strategies to enable your sales force to consistently communicate ROI in multilevel deals.
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Categories: Company Alignment | Sales Coaching Tools | Sales Productivity | Scaling Sales
The journey from start-up to maturity involves multiple rounds of iteration. Achieving product-market fit and getting your customers to pay and stay are the results of how your product and message adapted to your buyers' needs along the way. Now, reaching that next benchmark means continuing to refine and shift the way your company thinks about and talks about itself in the market. In our work with rapidly growing B2B SaaS and tech organizations, we’ve identified three common components that are crucial for satisfying the growth imperative. Here are three keys for leaders targeting the next revenue milestone:
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Categories: Front-line Managers | Sales Leadership | Sales Process
The team at Force Management loves sales. We love salespeople. We know elite sellers when we see them, and we're thankful for the ones who get it. In the spirit of Thanksgiving, we're sharing a little gratitude with five things we are thankful for in any sales organization:
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Categories: Customer Success | Sales Messaging | Scaling Sales
A recent piece by McKinsey notes that 80% of startups who landed Series A funding failed within eight years (n=3164). Using interviews with B2B SaaS leaders who beat those odds by scaling from startup to over $100MM in ARR, McKinsey's recent playbook examines how these companies set up their organizations, common challenges they overcame and the actions leaders can use to emulate these pathways to success.
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Categories: Podcasts | Sales Kickoff | Sales Leadership
Scot Loeffler knows a thing or two about leadership. He knows about leading a change initiative, getting the most out of high performers, and what it takes to be elite. Scot has worked with some of the most recognizable names in college and pro football as a quarterbacks coach or coordinator. In 2018, he became Head Coach at Bowling Green State University (BGSU) and began the task of turning their football program around. Recently, Coach Loeffler sat down with John Kaplan and John McMahon on the Revenue Builders Podcast to share his experiences and insights on leadership. In a candid discussion, Scot and the hosts break down the strategies he leveraged to engineer a new era of success for BGSU football and how the same tenets apply for leaders of any high-performance team.
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Categories: Sales Kickoff | Sales Leadership | Sales Training Initiative
The sales kickoff (SKO) is where you the stage for what’s coming, explain what’s changed and chart the path for success in the next year. But let’s get real. Rallying the troops and rah-rah speeches are great, but they are not what helps land high-value accounts or meet the growth imperative. Moving the needle comes by taking direct action on the day-to-day selling motion. The top performers on your revenue teams appreciate nothing more than having obstacles removed from their path. Clear the runway for them to go after and successfully land high-dollar targets by making efficiency an overt theme across your SKO. In a conversation with John Kaplan on the Revenue Builders Podcast, Tenable COO Mark Thurmond refers to this leadership function as Removing the Friction. In this clip, Mark breaks down how he approaches these conversations and digs into the nuts and bolts of removing roadblocks that impede productivity:
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