Categories: Adoption and Reinforcement | Company Alignment | Sales Training Initiative
A sales training initiative is a big investment - one you want to ensure provides a long-term return. The key to ensuring a return on the investment is increasing the breadth and depth of your engagement, ensuring long-term adoption and extending training to all customer-facing professionals, not just the direct sales team. Today’s top enablement teams are expanding their efforts to a wider set of roles to ensure new strategies permeate into the daily sales motion. This includes Lead Gen, Pre-Sales, Sales, Post-Sales, Channel, Marketing, and Product roles.
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Categories: Company Alignment | Sales Negotiation
Many companies mistake sales negotiation as a function conducted exclusively by sellers. We consider negotiation a team effort. In a complex B2B sales environment, it is rare for an individual seller to negotiate an entire deal on his/her own without the support, guidance and active participation from the rest of the organization. There are multiple functions and teams involved in negotiation alongside the sales team. You would be doing a disservice to your company to only involve your sales team in the creation and execution of your negotiation strategy. Each function must have a clear understanding as to how negotiation is executed and agree upon what a great deal looks like.
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Categories: Company Alignment | Sales Leadership | Sales Transformation
There’s no doubt that the way sales organizations and their customers interact has shifted in the past few years. From a new remote-first approach to rapid digital technology advancement, the customer journey is new and requires active participation from more than just your sales team. The companies that succeed in 2024 will be those who adopt a cross-functional revenue mindset, equipping every customer-facing role to articulate and negotiate on the value of their solution.
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Categories: Sales Planning
Many sales organizations struggle with building consistent, qualified pipeline because their sales teams are spending too much time “working around the opportunities.” The key to driving qualified pipeline is focusing your team on the territory, not the opportunities. When your sales team views their territory as their own business unit, they’re more accountable for the forecast and able to execute on next-level pipeline building. Let's examine three ways you can switch up your team's approach to pipeline and give them the tools and agency to deliver more qualified opportunities.
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Categories: Podcasts
2023 was a great year for the Revenue Builders Podcast. We enjoyed hosting conversations with some truly transformative leaders, from sales executives at "Unicorn" tech companies to founders of inspiring charitable organizations. Our hosts John Kaplan and John McMahon welcomed over 50 guests whose conversations covered topics like product-led growth, selling to champions and C-level decision-makers, growing your personal sales career and making great sales hires. Today, we're sharing our top 10 most-listened podcasts of the year. Listen, save and share these greatest hits to guide you as you aim even higher in 2024. Thanks for tuning in to the Revenue Builders Podcast this year. We're so grateful you're here, and we love to hear your comments, suggestions and discussions about the show. Make sure to follow us on LinkedIn and Instagram so you can keep up with all the latest wisdom from our guests and tag us when you share your favorite episodes. If you haven't already, subscribe to the Revenue Builders Podcast on your favorite podcast player.
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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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