Categories: Company Alignment | Sales Coaching Tools | Sales Productivity | Scaling Sales
The journey from start-up to maturity involves multiple rounds of iteration. Achieving product-market fit and getting your customers to pay and stay are the results of how your product and message adapted to your buyers' needs along the way. Now, reaching that next benchmark means continuing to refine and shift the way your company thinks about and talks about itself in the market. In our work with rapidly growing B2B SaaS and tech organizations, we’ve identified three common components that are crucial for satisfying the growth imperative. Here are three keys for leaders targeting the next revenue milestone:
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Categories: Company Alignment | Sales Productivity
In today's ever-changing sales landscape, stagnating is not an option. If it seems that you've reached a growth plateau, or you're struggling to increase recurring revenue to meet your goals, you may be facing an alignment challenge. Too often, companies function in silos, with sales, marketing, product and operations working separately rather than together toward common goals. As each department works to meet company goals on their own, inefficiencies become rampant, with sales performance likely becoming one of the largest frustrations. Removing those silos can create and capture customer value, as well as streamline internal processes and administrative burdens to increase overall productivity of your go-to-market teams.
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Categories: Company Alignment | Sales Kickoff | Sales Training Initiative
This week, we hosted a webinar with Force Management Senior Partner Tim Caito. Tim is our resident expert on sales negotiation and has years of experience planning and leading sales kickoffs. He joined us to share his do's and don'ts when it comes to planning a sales kickoff that drives measurable results on company strategic goals and revenue objectives. Keep reading to learn our takeaways from Tim Caito on the top three actions that will produce SKO results. If you find these valuable, check out the full webinar recording available on-demand. It was an engaging tactical conversation with some intriguing and relevant live audience questions.
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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. Here are some strategies to help you guide your team to execute demos that create commitment and urgency with buyers.
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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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