Categories: Company Alignment | Sales Transformation | Scaling Sales
In our recent webinar with Force Management Managing Director and Facilitator Brian Walsh, an audience member posed a question that we hear often in our work with B2B sales organizations:
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Categories: MEDDICC | Sales Qualification | Selling to the C-Suite
MEDDICC is an industry standard for determining the strength of a deal and charting the path to get the deal closed. Many times, deal qualification can hinge on whether your team can identify the Economic Buyer and build enough influence in the organization to both access and evangelize them. But the power of MEDDICC for influencing deal decision-makers extends far beyond the “E” in the acronym.
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Categories: Podcasts
This April, on the Revenue Builders Podcast, we shared wisdom from hosts John Kaplan and John McMahon along with their world-class guests. The result was some of our best insights yet on leading a relationship-based sales motion that helps sellers connect with buyers and have greater influence. We dove into how new technologies are changing the sales process in The Impact of AI on Sales with James Underhill, and discussed where many B2B Sales startups go wrong in defining and connecting with their ideal customer with Monica Stewart. Our hosts also explored how leaders can equip their teams to better connect with specific roles in the sales process, with special deep-dives into Champions and the Economic Buyer. We publish two episodes every week, with both long-form discussions and bite-sized lessons to offer value to leaders at all stages of growth. Make sure to subscribe to the Revenue Builders podcast on your favorite podcast player, so you never miss an episode.
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Categories: Competitors | Sales Productivity | Sales Transformation
Determining the budget line item for a sales initiative can be difficult until you start talking to vendors. There are a multitude of sales consultants out there with prices that vary just as much. Once you determine the key knowledge gaps you're trying to fill in your organization or the challenges you're trying to overcome, then it's time to connect with the right solution for your budget and pain points.
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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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