Categories: Sales Coaching Tools | Sales Enablement Technology | Sales Leadership | Sales Productivity
With a new year comes a clean slate – our once-annual fresh start. For revenue team leaders, today’s decisions will help define where the company ends up in twelve months. As budgets get approved and your annual kickoff approaches, give your organization an edge by making sure your plan for the coming year incorporates digital tools and technology that drive results and power today’s top teams. Recent survey research examined the mindsets of B2B technology sales professionals, collecting data from across diverse roles, ages, and company sizes. One question asked respondents, “What would help you and your organization have greater sales success?” The number one answer: Sales Tools, Platforms & Software (44%). Keep this reality top-of-mind as you identify and gather the building blocks for executing your strategy. Revenue team members are hungry for sales technology and platforms that can be harnessed for success. They’re eager to reach professional goals, determined to help their organization meet this year’s goals, and confident that the right digital tools will support these efforts in their everyday selling activities. Help your team step up their game by providing them with tech tools built to boost performance, keep morale high, and sustain long-term success.
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Categories: Sales Leadership | Sales Messaging | Sales Transformation
Today's leaders have an uphill battle to successfully tackle revenue growth goals. Externally, marketplace dynamics have shifted and buyers have redefined why and how they buy. Internally, revenue organizations have to adapt and align their message in a way that communicates their value in today's dynamic selling environment. Strategies for growth and evolution should drive alignment across all your revenue teams. Start with a buyer-focused messaging framework that’s proven to help revenue teams align behind company goals and support front-line sales success. Everyone in your organization should have the same answers to four essential questions. Alignment around these answers will help equip your revenue teams with a consistent message around the value you bring to the market. Aligning the sales organization around new ways buyers are purchasing your solution requires a shift in the sales approach, one that equips sellers to focus on their buyers and be relevant in sales conversations. One of the most critical ways to align customer-facing teams on a new GTM approach is by ensuring the entire sales organization has a consistent understanding of the business value their solution provides and their competitive differentiation in their marketplace. This alignment starts with the executive team. When leaders generate cross-functional agreement on the value drivers and differentiators that are top-of-mind for their most influential buying audiences, they lay the groundwork for creating a consistent, buyer-focused sales message.
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Categories: Company Alignment | MEDDICC | Sales Leadership | Sales Qualification
How do you help your organization to evolve and grow? Economic indicators suggest that the sluggish economy is taking a positive turn. Now may be the time to shift your strategy from hold-the-line to a focus on growth and transformation. The organizations that come out on top will be the ones who embrace this new era with a strategic plan to hit the ground running.
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Categories: Company Alignment | Customer Success | Opportunity Reviews | Sales Coaching Tools
When a growing EdTech firm set assertive revenue targets, it partnered with Force Management to help create the transformation necessary for reaching those goals. Skillsoft is a global leader in corporate training and enterprise learning experiences. Together, we implemented a multi-phase engagement to redefine their selling motion and align teams worldwide around the new, customized approach for driving consistent revenue.
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Categories: MEDDICC | Sales Kickoff | Sales Negotiation
It’s no secret selling in the B2B SaaS market got a little harder over the past several quarters. Now more than ever, organizations are looking for ways to gain an edge, keep pipelines healthy, and identify which prospects are most likely to land.
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Categories: Economic Change | Podcasts | Sales Messaging | Sales Process
Few tools in your sales team’s arsenal can move the needle like effective proof points. They verify that you do what you say you can do. The more proof points are aligned with your buyer’s industry, problem, or positive business outcome (PBO), the more effective they’ll be. Sales organizations with a process for developing and maximizing the effectiveness of their proof points can leverage these important tools in ways that create and preserve value in the sales process.
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