Categories: Podcasts
This April, on the Revenue Builders Podcast, we shared wisdom from hosts John Kaplan and John McMahon along with their world-class guests. The result was some of our best insights yet on leading a relationship-based sales motion that helps sellers connect with buyers and have greater influence. We dove into how new technologies are changing the sales process in The Impact of AI on Sales with James Underhill, and discussed where many B2B Sales startups go wrong in defining and connecting with their ideal customer with Monica Stewart. Our hosts also explored how leaders can equip their teams to better connect with specific roles in the sales process, with special deep-dives into Champions and the Economic Buyer. We publish two episodes every week, with both long-form discussions and bite-sized lessons to offer value to leaders at all stages of growth. 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: Buyer Alignment | Company Alignment | Sales Leadership | Sales Messaging
We recently hosted a live session on Driving a Revenue Mindset with our Managing Director and Facilitator Brian Walsh. He shared insights on what’s changing in sales, what remains critical, and what the most successful organizations are focusing on to maintain revenue momentum. Be sure to check out the full on-demand recording here.
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Categories: Sales Messaging | Selling to the C-Suite
Your opportunities, especially at the enterprise level, are rarely ever sold to a single decision-maker. Top-performing organizations have go-to-market teams that successfully navigate buying committees of multiple stakeholders, as well as the parties who influence them, to sell deals at a high value. The best revenue teams have the cross-functional credibility and willingness to have multi-faceted sales conversations that drive a collective “YES” from all stakeholders. They build widespread agreement on positive business outcomes, success metrics, and the requirements needed to get there. This agreement helps to drive the urgency of solving the customer’s business challenges. The key to driving this kind of unanimous support for your solution in all purchase, subscription, or renewal processes is to coach your revenue team to identify, early and accurately, certain archetypes in the sales process. We call this charting the buyer landscape.
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Categories: Adoption and Reinforcement | Sales Transformation
With any strategic change initiative, there’s always the question of whether or not it will stick. If you’re tasked with ensuring your sales organization can execute against aggressive growth goals, you’ll want to ensure that the investment you're making in a new approach pays off. Whether you are wrapping up a sales kickoff or delivering a new training initiative to your team, the ROI of the new strategy depends on your post-implementation plan. Building sales capabilities and driving ongoing reinforcement is not easy. Even veteran leaders aren’t immune to the risks that come with investing coveted time and resources in a sales transformation initiative. However, experience does provide insight on what not to do and how to lead from the front in a way that drives ongoing results.
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Categories: Company Alignment | Sales Conversation | Sales Messaging
If you’re leading an organization that’s selling a solution, whether in an established market or a new vertical, you’re competing for your buyers’ attention. The competition is high – we are all faced with hundreds of sales messages each day. Successful sales organizations know how to consistently rise above the noise and command greater market share. These organizations ensure that the entire customer-facing team understands how to communicate the value of their solution in a way that’s meaningful to the buyer’s needs and outcomes. The customer journey no longer begins and ends with the salesperson; to stay competitive, it's critical to ensure that value is being created and captured at every stage of the buyer experience. Start by equipping every member of your go-to-market team with the customer-first mindset associated with the business conversation.
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Categories: Front-line Managers | Sales Planning | Sales Process
Healthy sales pipelines and accurate forecasts are grounded in structured territory, account and opportunity planning processes. These processes provide sales managers with an unrestricted line of sight into their sales organizations. Without this line of sight, sales organizations often miss quota goals, forecast revenue inaccurately, and close the majority of deals late in the quarter – or year.
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