Categories: Company Alignment | Sales Productivity
Companies often function in silos, with sales, marketing, product and operations working separately, instead of together toward common goals. As each department works to meet company goals on their own, inefficiencies become rampant, with sales performance likely becoming one of the largest frustrations. Removing those silos can create and capture customer value, as well as streamline internal processes and administrative burdens.
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Categories: Sales Transformation
Changing the sales behaviors of an entire organization requires time, commitment and a plan for reinforcement that drives lasting results. When done right, a well-thought-out strategic initiative creates organizational transformation in a way that accelerates growth and powers valuable exits for growing companies. Successful transformation is an outcome of a concerted effort to reinforce behavior change within the sales organization.
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Categories: Sales Messaging
There's not a salesperson out there that doesn't love having a multitude of case studies and customer testimonials that demonstrate the value and differentiation of your solutions. Proof points help move individual opportunities forward, gaining attention of prospects and mitigating purchasing risk. Elite salespeople know how to use them effectively. Elite sales organizations have a process around capturing them and using them.
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Categories: Company Alignment | Sales Productivity
We spend a lot of time on our blog talking about challenges our customers face and possible solutions. We try to practice what we preach, making our blog content focused on our customer, and less about us. However, today we are breaking with the norm and sharing a little more about Force Management to help you align on your biggest opportunity to drive sales impact.
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Categories: Front-line Managers | Sales Kickoff | Sales Messaging | Sales Process
Cracking into new accounts is the top challenge of sales leaders in the current environment. Sales Mastery just released new data after asking 200+ sales leaders for their top sales objective moving forward. While new accounts topped the list, selling more in existing accounts, optimizing lead generation and conversion, and decreasing churn rounded out the top challenges for sales leaders and managers. as they plan to hit their numbers in 2020. At the same time, these challenges are driving key sales enablement priorities. Below are the top three sales enablement initiatives CROs are using to move the needle, according to Sales Mastery, and how to use them to right the course in your sales organization.
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Categories: Sales Kickoff
This blog contains content from our Ultimate Sales Kickoff Resource Guide. Check out all our great virtual sales kickoff resources and tools here. 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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