Categories: Sales Leadership | Sales Planning | Sales Transformation
A new quarter is upon us, and it’s time to strategize on how you can make this one even better than the last. Often, sales leaders know where their sales team falls short – but it can be a challenge to identify the root of these problems and determine what action will have the greatest impact in solving them.
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Categories: Economic Change
Ongoing uncertainty in our economy may demand a strategic pivot for how you reach revenue goals in your sales organization in the coming year. Like many sales organizations, you may have faced new challenges due to economic shifts this year. As we enter into sales kickoff planning season without a clear picture of what next year will look like, the challenge becomes identifying which priorities are most critical to devote resources to. Your sales kickoff is an opportunity to create the momentum your team needs to tackle whatever happens in the coming year. Take advantage of that opportunity by using this event to align on strategic initiatives, reinforce core methodologies, and lay the groundwork for habits and practices that will drive revenue even through the unexpected. Start making your plan now to reinforce these priorities before, during and after the SKO so you can ensure a high-impact event that helps your team successfully move through a challenging environment and hit revenue targets.
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Categories: MEDDICC | Sales Kickoff | Sales Negotiation
It’s no secret selling in the B2B SaaS market got a little harder over the past several quarters. Now more than ever, organizations are looking for ways to gain an edge, keep pipelines healthy, and identify which prospects are most likely to land.
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Categories: Podcasts
Last month, the Revenue Builders Podcast featured some hard-hitting tactical conversations about the journey to elite sales leadership and the decisions we make along the way. Dig in to the episodes below to get real-life advice from leaders who have been there and done that. These conversations cover everything from calculating business value for a prospect to defining a repeatable sales process that enables rapid scaling. These episodes are valuable for high achievers in every stage of their sales career, so check them out below. 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 | Partners | Sales Leadership | Scaling Sales
Channel organizations are an often overlooked, but critical component to increasing market share for complex B2B sales organizations. During my time as VP of PTC’s Worldwide Channel Program, I leaned on a core formula: Productivity x Capacity = Growth. In this article, we will focus on capacity, but stay tuned for part two in this series for the other side of the equation: How to Increase Channel Partner Productivity.
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Categories: Sales Negotiation | Selling to the C-Suite
The sales landscape has changed more rapidly in the past few years than ever before. From a worldwide pandemic to emerging technologies and fluctuating economic factors, the way that buyers make a purchase decision has evolved. In some ways, these changes require new sales approaches. More likely, these changes have created a stark disparity in the skills of teams who succeed and those who fall behind.
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