Categories: Company Alignment | Front-line Managers | Sales Messaging
If you're a sales leader, it can be helpful to hear from others in your role to know how they’re dealing with similar challenges and where they’re finding success. We recently talked sales challenges with a group of sales leaders in the high-tech industry, as part of an event with Modern Sales Pros. The organization leads several peer-to-peer discussions and virtual events throughout the year. Not surprisingly, other company leaders are focusing on improving their organization’s ability to compete and perform. Here were our top three takeaways from the conversation:
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Categories: Company Alignment
BDR/SDRs are vital to an organization's ability to gain market awareness, grow and scale. Keeping a growth engine going around this function is not easy. Its propensity for high turnover can make it difficult to enable BDR/SDR teams to make a consistent impact.
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Categories: Company Alignment | Sales Messaging | Sales Transformation
Cross-functional alignment on the value your solutions provide for your customer is the key to accelerating growth. This symmetry is an essential link between your product team and your sales organization. If your salespeople aren't able to articulate the business value of the products you develop, customers won't realize their full potential. How many times have you seen a deal closed where the buyer is only buying one part of your solution, and therefore missing the bigger value for his/her business by not using the platform?
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Categories: Company Alignment
Many companies underestimate the importance of alignment, especially when it comes to the growth strategy and the overall sales execution process. Without alignment, it's difficult to scale and keep a buyer-focus throughout your organization. If your cross-functional leadership team isn't aligned on what the focus is for your customers, how can your sales team effectively execute?
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Categories: Company Alignment | Sales Transformation
You know what’s working within your sales organization. And, perhaps more importantly, you know what isn’t. Maybe your sales team isn't focusing on value in the buyer conversations, and they're giving up too much margin or losing deals altogether. You need better access to the economic buyer and frankly, a better understanding of how your prospects buy.
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Categories: Company Alignment | Sales Conversation | Sales Leadership | Sales Productivity
Hear from Joe Marcin, former SVP of Global Sales at ClickSoftware. Click is a leader in field service management solutions, arming service leaders with real-time recommendations and operational intelligence. ClickSoftware was purchased by Salesforce for $1.35 billion. Joe is an experienced sales leader who has a breadth of experience selling complex software solutions globally. Force Management has worked with ClickSoftware to improve its sales productivity.
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