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The Command CenterTM
The latest insights to help your sales teams improve productivity, generate more revenue and increase competitive win rates.
Categories: Sales Productivity | Sales Transformation | sales challenges
Chad Peets is a Managing Director of Sutter Hill Ventures. He is responsible for GTM hiring globally and has placed more than 2500 software sales executives. Chad shared his recent conversation with John McMahon with The Command Center blog. McMahon is a Force Management customer, a sales veteran and an adviser to some of the world's most successful software companies. Throughout my 20-year career of recruiting for and building software/SaaS sales organizations, no one has taught me more about my craft than John McMahon. The incredible part of my statement is that John has never been a recruiter. I believe that John is one of the most successful and influential people in the SaaS Industry. For instance, John helped develop Adam Aarons (former CRO of OKTA), Dali Rajic (CRO of AppDynamics), Chris Degnan (CRO of Snowflake), Dan Fougere (CRO of Datadog), Cedric Pech (CRO of MongoDB) and even John Kaplan and Grant Wilson of Force Management.
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Categories: Sales Conversation | Sales Negotiation
One of the most-often missed points from salespeople using a value-based selling methodology is how to define value. Here’s one definition: Something that provides incremental benefit to the customer, beyond what they would achieve from their most likely alternative (e.g., a competitor, doing it themselves, or even doing nothing). However, the pivotal point in regards to this definition is that it must align with what the customer wants to achieve. What are the positive business outcomes the customer is looking to achieve?
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Categories: Sales Conversation
We’ve done hundreds of deliveries around our Command of the Message® methodology and there’s one topic that frequently comes up in our initial facilitation, even when we do refresher sessions for experienced reps. People continually struggle with defining the metrics in a sales conversation.
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Categories: Adoption and Reinforcement | Sales Consumable Tools | Sales Productivity
As a sales leader, you’re responsible for ushering your sales organization through different seasons of growth. On the journey, you’ll probably sort through a myriad of changing people, processes, tools and content. Along the way you’ll work hard to identify and leverage what’s working and change what isn’t.
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Categories: Podcasts | Sales Discovery Process
Even if you've been selling a long time, there's still value in getting back to the basics. Are you in the middle of an opportunity right now where you know you aren't attached to the biggest business issue? Do you need to do more discovery?
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Categories: Adoption and Reinforcement
One of the most critical steps you can take after a sales initiative is to execute a well thought out adoption plan. Many organizations say they have a plan to reinforce the critical tools, processes and content that they roll out in training. However, these plans often fall flat and fail to have longevity when it comes to the sales organization. Organizations that nail it are the ones that invest the necessary time, energy and resources to get the critical elements of change management right.
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