Categories: Product-Led Growth | Sales Leadership | Sales Messaging | Selling Technology
The product-led growth (PLG) era marks a disruption in how SaaS companies interact with customers. A good working definition of PLG is that the product itself is the vehicle for acquiring, retaining, and expanding customer accounts. PLG companies share some characteristics. First, their solution is a significant upgrade from the previous status quo. Second, freemium or open-source versions usually feature a frictionless (meaning minimal human interaction) customer experience. Not every company has these characteristics. But the reality is that customer expectations have shifted, and the most successful companies in today’s B2B tech market are borrowing from the PLG model in order to satisfy the demand for a frictionless approach to customer engagement. Whether your company drives revenue from more traditional sales-and-marketing-led efforts or has a purely PLG-driven approach, the fundamentals of selling SaaS Solutions remain the same. Organizations get ahead of competitors by:
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Categories: Company Alignment | Sales Messaging | Selling Technology
The product demo is an important part of any sales process, but they can also be a tricky stage to navigate while maintaining a value selling approach. We often advocate for sellers to move away from the 'features and functions' conversation in favor of discussing business problems and solutions. The demo is a time to discuss both. That can be a difficult balance to strike, especially when selling complex technical solutions. When executed correctly, the demo can be a valuable step to tying the technical capabilities of your solution to the business problems of the customer and progressing deals forward at a high value.
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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: Sales Messaging | Selling to the C-Suite
Your opportunities, especially at the enterprise level, are rarely ever sold to a single decision-maker. Top-performing organizations have go-to-market teams that successfully navigate buying committees of multiple stakeholders, as well as the parties who influence them, to sell deals at a high value. The best revenue teams have the cross-functional credibility and willingness to have multi-faceted sales conversations that drive a collective “YES” from all stakeholders. They build widespread agreement on positive business outcomes, success metrics, and the requirements needed to get there. This agreement helps to drive the urgency of solving the customer’s business challenges. The key to driving this kind of unanimous support for your solution in all purchase, subscription, or renewal processes is to coach your revenue team to identify, early and accurately, certain archetypes in the sales process. We call this charting the buyer landscape.
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Categories: Company Alignment | MEDDICC | Sales Messaging | Sales Transformation
When one deal slips, that’s a deal problem. Nobody likes a missed opportunity, though sales professionals accept that some slippage comes with the territory. But when slipped deals are a consistent end-of-quarter occurrence, that’s an organizational problem with serious negative consequences. Companies that can’t rely on forecasts feel ripple effects across the organization, impacting manufacturing, delivery, operations, and finance. For publicly traded companies, the snowball effect can be devastating. Frequent deal slippage indicates a broader issue with your qualification and sales execution process. It signals that reps aren’t qualifying deals appropriately and managers aren’t coaching effectively. Leaders of revenue teams with a high slip rate need a systematic fix for an organizational challenge. In a recent Revenue Builders Podcast, hosts John Kaplan and John McMahon met with featured guest John Donnelly III, CRO with DTiQ and Co-Founder of e2log, to break down the reasons why deals slip, and the strategies leaders can use to solve the problem.
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Categories: Company Alignment | Sales Conversation | Sales Messaging
If you’re leading an organization that’s selling a solution, whether in an established market or a new vertical, you’re competing for your buyers’ attention. The competition is high – we are all faced with hundreds of sales messages each day. Successful sales organizations know how to consistently rise above the noise and command greater market share. These organizations ensure that the entire customer-facing team understands how to communicate the value of their solution in a way that’s meaningful to the buyer’s needs and outcomes. The customer journey no longer begins and ends with the salesperson; to stay competitive, it's critical to ensure that value is being created and captured at every stage of the buyer experience. Start by equipping every member of your go-to-market team with the customer-first mindset associated with the business conversation.
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