Categories: Sales Training Initiative | Sales Transformation
In more than 20 years of helping companies transform their sales and go-to-market organizations, we've worked with hundreds of different sales leaders. Most have been through more than their fair share of sales trainings, and they know the methodologies and best practices that win. You don't become the leader of a sales team without being great at what you do. So, it's natural to ask: Can we just do it ourselves? Can we take on our sales challenges internally? As a sales leader, you probably have years of sales experience and a talented leadership team capable of launching and executing a project. Would a sales transformation partner be worth the investment?
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Categories: Adoption and Reinforcement | Sales Transformation
With any strategic change initiative, there’s always the question of whether or not it will stick. If you’re tasked with ensuring your sales organization can execute against aggressive growth goals, you’ll want to ensure that the investment you're making in a new approach pays off. Whether you are wrapping up a sales kickoff or delivering a new training initiative to your team, the ROI of the new strategy depends on your post-implementation plan. Building sales capabilities and driving ongoing reinforcement is not easy. Even veteran leaders aren’t immune to the risks that come with investing coveted time and resources in a sales transformation initiative. However, experience does provide insight on what not to do and how to lead from the front in a way that drives ongoing results.
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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: Sales Coaching Tools | Sales Planning | Sales Transformation | Talent Management
Leading your organization to sustained revenue growth begins by honing your greatest asset: your talent. Every organization has its top performers, and usually others within the ranks hold the potential to become elite. When organizations invest in the learning, coaching, and development needed to level-up each team and player, they give themselves a competitive advantage at every touch-point in the customer journey. A great talent development strategy begins when you identify and codify the behaviors that drive your core business objectives. These behaviors apply to more than just sales reps; BDRs, SEs, and even Marketing and Customer Success roles are more successful when they leverage a common mindset. Raise up your entire customer-facing organization with a plan for identifying and developing the characteristics within individuals and teams that help elevate your organization to greater heights. Here are five traits that we encourage leaders to seek and develop in their revenue teams:
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Categories: Company Alignment | Sales Transformation | Sales and Marketing
In today's highly competitive market, it's no longer enough for a sales organization to differentiate itself solely based on its offering. The most successful companies today are those that create differentiation in their initial sales process and the customer’s journey. That level of execution requires that leaders enable every customer-facing team and role to be fluent in a unified sales message, strategy, and execution.
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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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