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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Categories: Adoption and Reinforcement | Sales Enablement Technology
If you want to lead a top-performing organization, you need a way to equip the daily grind of sales. Training programs are effective, but what happens after the training stops? You need an enablement engine with content, curriculum and community. That's the power of our platform Ascender®. Right now, we’re working with sales leaders who have seen measurable improvements in quota attainment and forecast accuracy leveraging Ascender. Here are eight ways they’re maximizing their value from the platform.
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Categories: Podcasts
Whether you're leading an early-stage startup or an established organization, one of the most important things a leader can do is to cultivate a culture of accountability, curiosity and excellence. This month, our guests on the Revenue Builders podcast offered some insightful perspectives on building a successful sales culture. These leaders have spearheaded culture transformations and spurred massive growth at some of the most influential sales organizations of our time. Tune in to the episodes below to hear their stories and advice on building, scaling, and enabling a winning culture as a sales leader. We recently started publishing two episodes per week, so there's even more great lessons in leadership to dig in to! 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: Adoption and Reinforcement | Company Alignment | Sales Training Initiative
A sales training initiative is a big investment - one you want to ensure provides a long-term return. The key to ensuring a return on the investment is increasing the breadth and depth of your engagement, ensuring long-term adoption and extending training to all customer-facing professionals, not just the direct sales team. Today’s top enablement teams are expanding their efforts to a wider set of roles to ensure new strategies permeate into the daily sales motion. This includes Lead Gen, Pre-Sales, Sales, Post-Sales, Channel, Marketing, and Product roles.
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Categories: Company Alignment | Sales Negotiation
Many companies mistake sales negotiation as a function conducted exclusively by sellers. We consider negotiation a team effort. In a complex B2B sales environment, it is rare for an individual seller to negotiate an entire deal on his/her own without the support, guidance and active participation from the rest of the organization. There are multiple functions and teams involved in negotiation alongside the sales team. You would be doing a disservice to your company to only involve your sales team in the creation and execution of your negotiation strategy. Each function must have a clear understanding as to how negotiation is executed and agree upon what a great deal looks like.
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Categories: Sales Planning
Many sales organizations struggle with building consistent, qualified pipeline because their sales teams are spending too much time “working around the opportunities.” The key to driving qualified pipeline is focusing your team on the territory, not the opportunities. When your sales team views their territory as their own business unit, they’re more accountable for the forecast and able to execute on next-level pipeline building. Let's examine three ways you can switch up your team's approach to pipeline and give them the tools and agency to deliver more qualified opportunities.
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