Categories: Company Alignment | Sales Messaging | Sales Transformation
Cross-functional alignment on the value your solutions provide for your customer is the key to accelerating growth. This symmetry is an essential link between your product team and your sales organization. If your salespeople aren't able to articulate the business value of the products you develop, customers won't realize their full potential. How many times have you seen a deal closed where the buyer is only buying one part of your solution, and therefore missing the bigger value for his/her business by not using the platform?
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Categories: Front-line Managers | Sales Leadership | Sales Transformation
Lots of companies seem to forget that when you put the word "manager" behind a sales title, you’re asking folks to become a developer of people. Many times, companies don’t actually put the right processes and tools in place to help front-line sales managers drive success for their teams.
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Categories: Sales Messaging | Sales Transformation
A channel program is an effective way to increase your capacity and expand market share. However, without putting resources behind enabling this avenue for revenue, you’ll likely do more harm than good. To garner the many benefits that come from a robust channel program, you need to put the time and resources into ensuring your channel sellers have the same understanding of your value and differentiation as your own field or inside sales teams.
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Categories: Sales Transformation
There are many things that fuel sales performance, but two of the most critical are discipline and practicality for your reps. Without these two elements, it is difficult to achieve repeated performance and quota attainment.
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Categories: Sales Messaging | Sales Transformation
Marco Davi is a sales enablement professional with 15 years' experience in high-growth companies. He has worked with Force Management on our Command of the Message® offering, implementing the program with a global sales force. Marco was responsible for the rollout in the UK office which included about 100 people. He is also a certified facilitator of the program having participated in our training certification program. Introducing and rolling out Command of the Message (CoM) in an organization is a major step in improving the overall sales strategy. As a sales enablement leader, I have seen and implemented my share of training programs. However, in my experience, Command of the Message is different than other off-the-shelf-type offerings because of its customization, particularly around the products and/or services that you sell. This customization is what creates immediate impact and provides sales reps with something they can use directly after attending the in-person training session.
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Categories: Company Alignment | Sales Transformation
You know what’s working within your sales organization. And, perhaps more importantly, you know what isn’t. Maybe your sales team isn't focusing on value in the buyer conversations, and they're giving up too much margin or losing deals altogether. You need better access to the economic buyer and frankly, a better understanding of how your prospects buy.
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