Categories: Company Alignment | Front-line Managers | Talent Management
“We are what we repeatedly do. Excellence, then is not an act, but a habit.” – Aristotle The best leaders in the world are successful because they are able to align everyday company activities to their core revenue objectives. How do they do that? The answer is the Management Operating Rhythm (MOR). The MOR is a major way that organizations support their sales managers, outlining the actions necessary for repeatable success and holding them accountable to perform them consistently and at a high level. The operating rhythm helps leaders connect their role to the company’s strategy and execute the plan of action without getting bogged down in administrative burdens. Unfortunately, most companies don’t have a Management Operating Rhythm to make sure that their sales managers and their sales teams can be successful. You may have a certain cadence set for manager reviews, but is there consistency across the company with how these are executed? Do your managers have a clear idea of how to lead planning efforts and coach deals to ensure maximum revenue in every opportunity? Without a strong operating rhythm, there may be revenue falling through the cracks.
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Categories: Buyer Alignment | Company Alignment | Sales Messaging
Consumption pricing is associated with some of the fastest-growing SaaS companies of the past few years, including Snowflake, Datadog, Zscaler, and MongoDB. The consumption-based pricing model is popular because it helps these types of companies manage costs and gives the customer more control and transparency in how much they’re billed. But if the customer doesn’t directly see the value of your solution, they may stagnate or even fall in their usage. While commitment may be easier to gain on the front end without an upfront price tag, if the goal is to drive usage and growth over time, consumption model companies must constantly be proving their value. We can picture this as two sales cycles - one to close the deal, and one ongoing cycle to close the consumption. Companies that have been successful in driving sustained growth with a consumption model do so by achieving three critical levels of alignment.
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Categories: Company Alignment | Sales Messaging | Selling Technology
The product demo is an important part of any sales process, but they can also be a tricky stage to navigate while maintaining a value selling approach. We often advocate for sellers to move away from the 'features and functions' conversation in favor of discussing business problems and solutions. The demo is a time to discuss both. That can be a difficult balance to strike, especially when selling complex technical solutions. When executed correctly, the demo can be a valuable step to tying the technical capabilities of your solution to the business problems of the customer and progressing deals forward at a high value.
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Categories: Company Alignment | Sales Transformation | Scaling Sales
In our recent webinar with Force Management Managing Director and Facilitator Brian Walsh, an audience member posed a question that we hear often in our work with B2B sales organizations:
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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: Company Alignment | MEDDICC | Sales Messaging | Sales Transformation
When one deal slips, that’s a deal problem. Nobody likes a missed opportunity, though sales professionals accept that some slippage comes with the territory. But when slipped deals are a consistent end-of-quarter occurrence, that’s an organizational problem with serious negative consequences. Companies that can’t rely on forecasts feel ripple effects across the organization, impacting manufacturing, delivery, operations, and finance. For publicly traded companies, the snowball effect can be devastating. Frequent deal slippage indicates a broader issue with your qualification and sales execution process. It signals that reps aren’t qualifying deals appropriately and managers aren’t coaching effectively. Leaders of revenue teams with a high slip rate need a systematic fix for an organizational challenge. In a recent Revenue Builders Podcast, hosts John Kaplan and John McMahon met with featured guest John Donnelly III, CRO with DTiQ and Co-Founder of e2log, to break down the reasons why deals slip, and the strategies leaders can use to solve the problem.
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