Categories: Differentiation | Sales Conversation | Sales Leadership | Sales Transformation
For today's B2B tech firms, the path to rapid growth and repeatable revenue means advancing through stages and change. Each transformation story is different, but most boil down to three keys for success: choosing the right strategy or partner, applying the new methodology within daily rhythms, and ensuring long-term adoption. When Patra, an insurance-tech provider, crossed the $100M in ARR benchmark, their leadership launched a partnership with Force Management to elevate their go-to-market approach with the goal of doubling their revenue. One year into the partnership, Patra realized outcomes including a 143% increase in win rate, a 48% increase in Average Deal Size, more bookings, and faster times-to-close. Read the full Patra-Force Management Case Study here. Let’s look at how Patra found success and their approach to these three key areas:
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Categories: Sales Leadership | Sales Productivity
In today's competitive market, leveraging data effectively can be the key to unlocking higher sales performance and increased revenue. Most leaders understand they must harness the power of data to drive success. But in order to effectively use data, you must first ensure you have the right structures in place to collect data about your sales activities and apply findings in a way that's relevant and actionable. Parm Uppal, Chief Revenue Officer of Benchling who has previously led and helped to scale companies like Data Robot and Luminary Cloud, recently joined the Revenue Builders Podcast for a discussion with John Kaplan and John McMahon. He shared his approach to implementing data to drive results as a sales leader. Today, we'll break down his insights as well as some best practices we've learned from working with leaders who successfully scaled their companies to $1B+ valuation. Continue reading to learn how these revenue leaders leverage data to enhance sales performance and drive stronger, more reliable revenue.
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Categories: Sales Leadership | Scaling Sales
First principles thinking is a reasoning process used by some of today’s top innovators to look at complex problems through a new lens. The concept is based on Aristotle’s writings about first principles, which he called the “first basis from which a thing is known.”
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Categories: Mission Critical Success Series | Sales Leadership | Sales Qualification
As a revenue leader, your timeline to results is critical. Stakeholders and board members want to see outcomes, and you need constant progress from your teams to reach ambitious revenue targets. No strategic pivot is immediate – many initiatives can take at least a full sales cycle to reach full adoption and have visible impact on revenue numbers. If you’re looking to supplement your strategy with something that can affect revenue as soon as this quarter, consider launching a qualification update or reinforcement initiative.
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Categories: CRO Best Practices | Sales Kickoff | Sales Leadership
The sales kickoff is often one of the biggest investments of the year. The event not only requires budget, it also takes a large share of resources in terms of time and commitment from your go-to-market and enablement teams. That also means our focus is largely on planning and executing the event - but what happens after the SKO? As your teams wrap up the event and start focusing on revenue-driving activities, do you have a plan to ensure that you can drive clear return for this investment in a way that is relevant to your company's top priorities and revenue goals for the year? Force Management has worked with hundreds of organizations to help them execute sales kickoffs that advance their strategic revenue goals. Today, we're calling on insights from three of our veteran facilitators who design, plan and lead kickoff training events that get results. Here are the leadership actions after the sales kickoff that they've seen drive positive business outcomes.
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Categories: Sales Leadership
As we wrap up another year, it's time to reflect on the resources that have resonated most with our sales leadership community. From actionable strategies to insightful discussions, these pieces have provided valuable guidance to help leaders navigate the complexities of sales leadership. Check out our top visited resources of 2024.
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