Categories: MEDDICC | Sales Kickoff | Sales Negotiation
It’s no secret selling in the B2B SaaS market got a little harder over the past several quarters. Now more than ever, organizations are looking for ways to gain an edge, keep pipelines healthy, and identify which prospects are most likely to land.
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Categories: Economic Change | Podcasts | Sales Messaging | Sales Process
Few tools in your sales team’s arsenal can move the needle like effective proof points. They verify that you do what you say you can do. The more proof points are aligned with your buyer’s industry, problem, or positive business outcome (PBO), the more effective they’ll be. Sales organizations with a process for developing and maximizing the effectiveness of their proof points can leverage these important tools in ways that create and preserve value in the sales process.
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Categories: Front-line Managers | Sales Leadership | Unicorn Companies
In 2013, a venture capitalist coined the term “Unicorn” to refer to privately owned firms valued at over $1B. Back then, only 39 companies fit the criteria. Legislation had cleared the path for private companies to pursue funding and Unicorns became less mythical. By 2020, there were over 600. The real Unicorn stampede occurred in the wake of pandemic-era restrictions, fueled by rapid tech adoption and an exuberant funding environment. During 2021 alone, 537 new Unicorns were minted. Today, there are over 1250. There is no roadmap for becoming a Unicorn, but there are common threads. Most have great timing with a disruptive idea, scalable technology and a relationship with investors marked by two-way trust. But once they've reached the coveted Unicorn status, how do companies maintain performance and continue their steep growth trajectory? For leaders at these companies who have reached great heights and want to keep the pedal to the floor, there are three critical areas they'll need to maintain and support continued success. First, fast-growing teams need a unified sales message to leverage clarity on the value they’re bringing to the market. Second, streamline your selling processes: qualification methods, deep discovery, capturing and sharing proof points – fine-tune each component into a repeatable process embedded in your operating rhythm. Third, maintain strong talent while emphasizing retention and development. Let’s examine these three focus areas:
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Categories: Economic Change | Front-line Managers | Sales Leadership
Changing course to weather the economic storm is a little like other initiatives that require leader visibility. To pivot successfully, you’ll need to rally the troops and build buy-in around the shifted approach. But unlike a launch, your plan for steering the ship through choppy waters comes with added background noise. Tightened budgets, longer sales cycles, and “not right now”... the realities of today’s market can take a toll on morale. In a challenging economy, it’s critical to retain and maximize the talent you have by providing support. In an environment where your sales organization may be asked to do more with less, you don’t want to risk losing your A-players. Without a clear understanding of your company’s future and plans for how you’ll move forward, economic challenges can make employees feel insecure. Your strategies to hit your revenue goals in a down economy can only be impactful if your workforce is committed to making them a reality.
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Categories: Economic Change | Sales Enablement Technology | Sales Leadership
Sometimes change comes in the form of a tidal wave: immediate, dramatic, and undeniable. More often, change happens slowly and steadily: hard to perceive until we’ve drifted so far from the shore that we can’t see where we started. Whether you’re trying to minimize “drift” that’s occurred within your sales organization over time or respond to the immediate impact of the turbulent economic environment, ensure you’re focusing on crucial aspects that enable your team to succeed. Remain focused on the fundamental aspects of good selling while using every advantage to stay competitive in the modern selling landscape.
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Categories: Economic Change | Sales Leadership | Sales Messaging
What do today’s most successful revenue-driving sales forces have in common? The top teams all feature the same traits: (1) a customer-focused qualification and discovery process, (2) the ability to attach to desired business outcomes (3) and clear, tangible differentiation. How can leaders help their organization achieve these things? By operationalizing a powerful messaging framework.
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