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Rachel Clapp Miller

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Why Leaders Are Shifting from SKOs to Virtual Sales Training Initiatives

The typical sales kickoff event is going to look different this year. With the possibility of an in-person event becoming more and more unlikely, company leaders are using this opportunity to invest in strategic sales initiatives that they can launch virtually, during the time of their would-be SKO. The move often shifts travel and entertainment funds into tools, content and training to improve critical components of sales execution. Done right, the switch can get companies moving faster and help them bridge critical gaps in achieving their 2021 goals. 

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Categories: Sales Kickoff

Getting Beyond the “Event” of the SKO

2020 has forced many companies to make tough decisions, while constantly adjusting for benchmarks aimed at revenue recovery. As company leaders get closer to determining new revenue goals for the upcoming year, sales leaders are left with the task of finding impactful ways to align their sales organization around what’s needed to succeed.  Working in an uncertain environment, pressures of the pandemic, and an entirely remote workforce has many sales leaders thinking of more ways to motivate and focus the team. As with any yearly kickoff, aligning the entire sales organization around the strategic direction of the company should be a top priority. 

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Digging Deep Creating the Right Questions Flow for Effective Discovery

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How to Determine Where Your Sales Team is Struggling the Most

Over the past few months, many sales organizations have been struggling with margins, deal size and overall sales productivity due to the current economic climate. While some sales leaders are simply trying to keep their teams focused, others are trying to do anything to stop the bleeding and recoup lost revenue.

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Blog Feature

Categories: Company Alignment

Drive Revenue by Aligning Your SDR Team With Your Broader Sales Organization

BDR/SDRs are vital to an organization's ability to gain market awareness, grow and scale. Keeping a growth engine going around this function is not easy. Its propensity for high turnover can make it difficult to enable BDR/SDR teams to make a consistent impact.

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Categories: Sales Transformation

How to Ensure Your Virtual Sales Initiative Gets Results

When companies invest in sales initiatives, they have specific outcomes they’re looking to achieve. Many sales leaders are trying to decide between (1) waiting for when they can schedule an in-person session or (2) moving forward now with a virtual training.

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Categories: Company Alignment  |  Sales Messaging  |  Sales Transformation

Aligning Your Sales Engine with Product Development: A CTO Perspective

Cross-functional alignment on the value your solutions provide for your customer is the key to accelerating growth. This symmetry is an essential link between your product team and your sales organization. If your salespeople aren't able to articulate the business value of the products you develop, customers won't realize their full potential. How many times have you seen a deal closed where the buyer is only buying one part of your solution, and therefore missing the bigger value for his/her business by not using the platform? 

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