Categories: Podcasts
This month, the Revenue Builders Podcast featured some great deep dives into tactical sales strategies. Each episode covered a different element of a great sales motion, breaking it down step-by-step in conversation with seasoned leaders and experts with years in the industry. The result is a collection of hard-earned lessons, blueprints for success, and golden nuggets of advice that can only come from leaders who have been in the barrel. Don't miss out - listen, save, and share these episodes to start applying the knowledge that gets your team on the top of their game for a strong showing in Q4. 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: Economic Change | Sales Kickoff
As a new fiscal year approaches, sales leaders face a critical task: setting the right priorities for your Sales Kickoff event. The past year may have presented new challenges for your sales team, whether due to external market factors or internal changes as your organization scales to pursue greater revenue. Those challenges can be opportunities for your team to learn and strengthen your approach in the coming year.
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Categories: Sales Leadership | Sales Planning | Sales Transformation
A new quarter is upon us, and it’s time to strategize on how you can make this one even better than the last. Often, sales leaders know where their sales team falls short – but it can be a challenge to identify the root of these problems and determine what action will have the greatest impact in solving them.
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Categories: Economic Change | Partners | Sales Leadership | Scaling Sales
Channel organizations are an often overlooked, but critical component to increasing market share for complex B2B sales organizations. During my time as VP of PTC’s Worldwide Channel Program, I leaned on a core formula: Productivity x Capacity = Growth. In this article, we will focus on capacity, but stay tuned for part two in this series for the other side of the equation: How to Increase Channel Partner Productivity.
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Categories: Sales Negotiation | Selling to the C-Suite
The sales landscape has changed more rapidly in the past few years than ever before. From a worldwide pandemic to emerging technologies and fluctuating economic factors, the way that buyers make a purchase decision has evolved. In some ways, these changes require new sales approaches. More likely, these changes have created a stark disparity in the skills of teams who succeed and those who fall behind.
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Categories: Sales Process
The buying committee is changing. The average buying committee is now between 8 and 10 decision-makers. This means the sales process is more complex than ever, and ongoing budget concerns add another layer of challenges for your sales team. When you're putting time and resources into sales cycles that last an entire quarter or much longer, the last thing you want is for an unexpected requirement, budget allocation or a last-minute stakeholder interjection to throw a wrench in your plan and stall or kill your deal.
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