Categories: Sales Messaging
It amazes me how often technology salespeople from all corners of the industry are afraid to sell directly to the business side of our prospective customers. Far too often, there’s a Chinese wall that we’re leery of crossing partly because it isn’t in our comfort zone and because we don’t think we have the tools, insight and messages that will be successful. Unfortunately, this negatively impacts everyone involved. In 18 years of selling software, in every senior management conversation and in each interview I conduct for sales roles, we all agree that, “We need to sell to the business.” In the deals that are most successful for our customers and for us, that’s exactly what happens. Getting the business on our side and engaged makes the outcome far more guaranteed for them as well as moving the deal size (and value creation) higher by many multiples for us. It works for everyone.
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Categories: Sales Messaging | Sales Planning | Sales Qualification
Part 3 of 3 In the first blog post of this series, The Subscription Economy: What It Is and How It’s Changing The Way People Buy, we asked Zuora’s VP of Worldwide Sales Strategy and Execution, Dave Frechette, to introduce the concept of The Subscription Economy - the move from traditional pay-per-product/service models to subscription-based Software as a Service (SaaS) models. In the second post, How the Subscription Economy is Driving a New Kind of Business Model, we pulled notes from our conversation with Dave to highlight four essential areas of business operations that are changing in response to the Subscription Economy. In this third and final post of the series, we’ll discuss one of the most important changes brought about by the shift toward subscription-based businesses – How subscription-based sales models are driving changes to the sales process.
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Categories: Sales Messaging | Sales Process
Part 1 of 3 We recently sat down with Dave Frechette, Vice President of Worldwide Sales Strategy and Execution at Zuora, a leading commerce, billing, and finance solution for subscription-based businesses, to discuss his thoughts on the “Subscription Economy.” The Subscription Economy is a phrase, coined by Zuora, describing the new business landscape in which traditional pay-per-product (or service) companies are moving toward subscription-based business models. We’ve taken the notes from our conversation with Dave and laid them out in this three-part blog series.
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Categories: Sales Messaging | Sales Process
It's the end of another quarter. As a sales leader, you are either feeling good about where the rest of the year is going or you are starting to get knots in your stomach trying to figure out how you are (1) going to fix what's not working and (2) move forward to finish the year strong. If you are in the latter group, take a minute and ask yourself, "What the people on your team are thinking right now?" When reps get to the end of the first quarter, they are always asking themselves, "Can I still make it this year or is the year over for me?"
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