Categories: Sales Leadership | Sales Messaging | Talent Management
There is a sales motion in every organization that drives sales productivity and ultimately, accelerated revenue growth. When you see companies that are outpacing their competition, it’s because they’ve defined a consistent sales motion and have aligned their functional areas behind it.
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Categories: Talent Management
Often times, your best sales hires come from a group known as the 'not in play players'. A 'not in play player' is an individual who is currently employed at another organization, and may not be actively looking for a job. They may be the perfect addition to your team. If you can find them and engage them, then you could persuade them to join you. There are specific steps that you can follow to find and attract a "not in play player.' While these steps won’t ensure that you’ll always land the best candidate in the market, they will ensure that you’re improving your chances for success.
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Categories: MEDDICC | Sales Coaching Tools | Sales Process
Every customer loves to be led, if you take them to a place they can’t get to on their own. Many salespeople understand the importance of aligning their sales process with the buyer, but often struggle with maintaining control of the sale. These two concepts, aligning to the buyer and facilitating the sale, are not mutually exclusive. The least effective sales are those where the rep and the client are fighting for the steering wheel. A driven, goal-oriented sale occurs when a seller establishes a partnership where both parties learn and benefit from one another.
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Categories: Sales Messaging | Sales Planning | Sales Qualification
Part 3 of 3 In the first blog post of this series, The Subscription Economy: What It Is and How It’s Changing The Way People Buy, we asked Zuora’s VP of Worldwide Sales Strategy and Execution, Dave Frechette, to introduce the concept of The Subscription Economy - the move from traditional pay-per-product/service models to subscription-based Software as a Service (SaaS) models. In the second post, How the Subscription Economy is Driving a New Kind of Business Model, we pulled notes from our conversation with Dave to highlight four essential areas of business operations that are changing in response to the Subscription Economy. In this third and final post of the series, we’ll discuss one of the most important changes brought about by the shift toward subscription-based businesses – How subscription-based sales models are driving changes to the sales process.
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Categories: Sales Planning | Sales Process
Part 2 of 3 In the first article of this series, “The Subscription Economy: What It Is and How It’s Changing The Way People Buy,” Dave Frechette, Vice President of Worldwide Sales Strategy and Execution at Zuora, shared his thoughts on why many businesses are moving toward a subscription-based selling model. This Subscription Economy, a phrase coined by Zuora, is fundamentally changing the way businesses operate. The shift to the Subscription Economy brings with it the need for a completely different approach to building your business.
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Categories: Sales Messaging | Sales Process
Part 1 of 3 We recently sat down with Dave Frechette, Vice President of Worldwide Sales Strategy and Execution at Zuora, a leading commerce, billing, and finance solution for subscription-based businesses, to discuss his thoughts on the “Subscription Economy.” The Subscription Economy is a phrase, coined by Zuora, describing the new business landscape in which traditional pay-per-product (or service) companies are moving toward subscription-based business models. We’ve taken the notes from our conversation with Dave and laid them out in this three-part blog series.
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