Categories: Economic Change | Government Buyers
Several government mandates make it clear that agencies are focusing on fiscal impact and efficiency. The Department of Government Efficiency (DOGE) continues to push on its directive to reduce costs, cut duplication and consolidate unnecessary spend within organizations. A recent OMB memo (M-23-15) calls for digital solutions that are scalable, efficient and cost-effective. This one from Executive Order 14094 called for prioritizing regulatory outcomes that minimize waste and deliver measurable results. How are you aligning your software solutions to these mandates and priorities? Organizations that are able to position products as delivering on these important value drivers of decreasing costs and improving efficiencies will thrive in this new DOGE-directed environment. Below, we've outlined a few key areas of focus.
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Categories: Artificial Intelligence | Sales Enablement Technology
As AI becomes even more prevalent in society and business, leaders are looking for ways to embed the new technology into their go-to-market motion. Gartner predicted in 2023 that 35% of CROs would establish an internal AI Operations team by 2025. These teams help to manage change, compliance and adoption to ensure new technology is used in a way that promotes the company’s goals.
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Categories: Podcasts
Last month on the Revenue Builders Podcast, our guests had some wisdom to impart on being successful in roles from sales rep all the way to CRO and CEO. We heard stories and lessons learned from experienced leaders, divulging how to build relationships, work strategically, and position yourself for the next step in your career — wherever you might be now. Learn from those who have been there, done that and seen the results by tuning in below. We publish two episodes per week, sharing lessons for sales leaders at all stages of their careers. Make sure to subscribe to the Revenue Builders Podcast on your favorite podcast player, so you never miss an episode.
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Categories: Economic Change | Sales Kickoff
Recent global economic shifts and widespread uncertainty are likely changing the selling landscape for your go-to-market organization. As revenue pressures mount and buyer hesitancy increases, it's mission-critical that you keep your team focused on the skills that will help them cut through the noise. The best companies don't wait for outside factors to correct themselves. They align their strategy to their buyers' current state. We've worked with hundreds of revenue leaders who have multiplied revenue and increased the valuation of their sales organizations, even during some of the most drastic economic downturns of the past few years. They did so by identifying opportunities to strengthen core selling competencies that enabled their teams to deliver increased customer value and maintain pipeline through seasons of uncertainty and downturn. These are the three must-have skills your sellers can use to win consistently and drive your core revenue objectives in a challenging economic climate.
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Categories: Sales Leadership | Sales Productivity
In today's competitive market, leveraging data effectively can be the key to unlocking higher sales performance and increased revenue. Most leaders understand they must harness the power of data to drive success. But in order to effectively use data, you must first ensure you have the right structures in place to collect data about your sales activities and apply findings in a way that's relevant and actionable. Parm Uppal, Chief Revenue Officer of Benchling who has previously led and helped to scale companies like Data Robot and Luminary Cloud, recently joined the Revenue Builders Podcast for a discussion with John Kaplan and John McMahon. He shared his approach to implementing data to drive results as a sales leader. Today, we'll break down his insights as well as some best practices we've learned from working with leaders who successfully scaled their companies to $1B+ valuation. Continue reading to learn how these revenue leaders leverage data to enhance sales performance and drive stronger, more reliable revenue.
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Categories: Podcasts
This month, the Revenue Builders podcast shared some detailed breakdowns of complex sales processes, growth stages and leadership challenges. Seasoned Chief Revenue Officers shared insights on how they create process rigor to ensure their organization handles high-stakes deals with tact to maximize returns. From complicated deal negotiations, to identifying influential champions, to handling your board of advisors, these episodes deal with some of the biggest execution challenges facing revenue leaders today. Dig into these interviews to learn from leaders who have helped grow companies like Qumulo, Sumo Logic, Modern Health, Crux and more. We publish two episodes per week, sharing lessons for sales leaders at all stages of their careers. Make sure to subscribe to the Revenue Builders podcast on your favorite podcast player, so you never miss an episode.
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