Categories: Economic Change | Sales Negotiation
We’ve talked a lot in blogs and other content about the importance of negotiating early and often. Negotiation isn’t an event that happens with procurement at the end of a deal, but a process of establishing and validating the value of your solution throughout the life of a deal. How does that process change in today’s environment, where buyers are hyper-focused on cost and sales teams are struggling with reduced pipeline?
This past month of the Revenue Builders Podcast has featured some all-star leaders. These inspiring conversations have explored everything from game-changing sales strategies to leadership actions that transform teams and people. At a time when many of us are being confronted with new and complex challenges, these stories from experienced leaders offer perspective and advice that will keep you on the path toward growth. Dig into the episodes below to get into the elite leader's mindset. Make sure to tune in to the Revenue Builders podcast on your favorite podcast player, so you can easily download, listen and share.
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Categories: Economic Change | Sales Discovery Process | Sales Leadership
Recently, we’ve all been living in a constant state of economic uncertainty. 2023 market trends show a leveling off of growth and consumer confidence is steadily declining across global markets.
Categories: Economic Change | Sales Conversation | Selling to the C-Suite
The Chief Financial Officer is an influential voice in any sales conversation. If you’re looking to drive growth for your organization, your reps must be able to influence the CFO to close higher-value deals. Recently, due to economic pressure and budget constraints, many sales teams are seeing CFOs get involved in every deal, regardless of size. The ability to sell to the CFO is now a crucial skill every seller needs in order to hit revenue targets in today’s market.
Categories: Company Alignment | Sales Messaging | Sales and Marketing
Recent economic uncertainty has forced many sales teams to dig deeper into their territories for potential pipeline and put a critical focus on effectively maximizing every lead. As buyers become more budget-conscious and develop more stringent criteria, it’s never been more important to communicate value from the very first interaction.
Last month, the Revenue Builders Podcast explored the concept of influence: how to identify it, access it, and wield it in the sales process. Our esteemed guests shared expert insights on core sales fundamentals as well as emerging strategies in the market. From nailing negotiations and upselling to converting champions and CFOs, this month's episodes are a masterclass on how to maximize your impact in a challenging sales environment. Dig into our April episodes below and share them with your team to stay prepared for whatever the market throws at you. Make sure to tune in to the Revenue Builders podcast on your favorite podcast player, so you can easily download, listen and share.