Categories: CRO Best Practices | Sales Leadership | Sales Training Initiative | Sales Transformation
For revenue team leaders, no objective looms larger or more urgent than meeting aggressive revenue goals and satisfying the growth imperative. Recent studies show that the average tenure of CROs in SaaS startups lasts between 1.5 and 1.9 years. For commercial CROs, the average tenure jumps to two years, but the point remains: if you want to make a splash, there isn't time to spare.
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Categories: Customer Success | Differentiation | Sales Leadership | Selling Technology
Customer Success (CS) is a critical component of a successful customer engagement process. Growing revenue requires your organization to be cross-functionally aligned on buyer value and solution differentiation before and after the sale. Capturing that value after the initial deal is essential for driving recurring revenue and expansion opportunities within accounts. Fostering alignment between the traditional sales organizations and your CS team is one way today’s top B2B SaaS and Tech firms gain an advantage in a competitive marketplace. When CS is able to maintain continuity through handoffs and convey value through the post-sale stages of the customer relationship, organizations reap the benefits of high renewal rates, reduced churn, and increases in Net Retention Revenue. For revenue team leaders selling HiTech solutions, we’ve designed this leader playbook for improving CS execution. Dig in for more strategies and thought leadership from leaders who’ve built and leveraged elite CS teams.
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Categories: Front-line Managers | Sales Coaching Tools | Sales Leadership | Talent Management
Top sales teams differentiate themselves with a proven system for finding and attracting elite talent. But landing strong candidates is only the first step in the journey. The best organizations know how to retain sellers with the most potential and ensure they’re positioned to perform and excel as they advance up the ranks. Making the move from sales rep to manager is a common career pathway. Some individuals may not be ready for this transition today, but could become ready with time and development. Others may prefer to remain as individual contributors. Learn to recognize the difference so that you can make wise choices in offering promotions. Support your entire team by using the following tips to identify management potential and lay the foundation for new manager success. Here are six attributes to look for in sales manager candidates:
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Categories: Buyer Alignment | Company Alignment | Sales Leadership | Sales Messaging
We recently hosted a live session on Driving a Revenue Mindset with our Managing Director and Facilitator Brian Walsh. He shared insights on what’s changing in sales, what remains critical, and what the most successful organizations are focusing on to maintain revenue momentum. Be sure to check out the full on-demand recording here.
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Categories: Adoption and Reinforcement | Sales Kickoff | Sales Leadership
Lasting SKO success takes more than a well-thought-out event. There are five actions successful sales leaders take to drive immediate and lasting results after the launch of a sales kickoff or training initiative. Actions that help sales teams start strong, finish ahead and accelerate revenue growth. Whether you're approaching your sales kickoff or you've just wrapped up your event, these five actions will help you get the greatest return on investment and ensure your efforts drive results all year.
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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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