Categories: Economic Change | Sales Negotiation
We’ve talked a lot in blogs and other content about the importance of negotiating early and often. Negotiation isn’t an event that happens with procurement at the end of a deal, but a process of establishing and validating the value of your solution throughout the life of a deal. How does that process change in today’s environment, where buyers are hyper-focused on cost and sales teams are struggling with reduced pipeline?
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Categories: Economic Change | Government Buyers
Several government mandates make it clear that agencies are focusing on fiscal impact and efficiency. The Department of Government Efficiency (DOGE) continues to push on its directive to reduce costs, cut duplication and consolidate unnecessary spend within organizations. A recent OMB memo (M-23-15) calls for digital solutions that are scalable, efficient and cost-effective. This one from Executive Order 14094 called for prioritizing regulatory outcomes that minimize waste and deliver measurable results. How are you aligning your software solutions to these mandates and priorities? Organizations that are able to position products as delivering on these important value drivers of decreasing costs and improving efficiencies will thrive in this new DOGE-directed environment. Below, we've outlined a few key areas of focus.
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Categories: Economic Change | Sales Kickoff
Recent global economic shifts and widespread uncertainty are likely changing the selling landscape for your go-to-market organization. As revenue pressures mount and buyer hesitancy increases, it's mission-critical that you keep your team focused on the skills that will help them cut through the noise. The best companies don't wait for outside factors to correct themselves. They align their strategy to their buyers' current state. We've worked with hundreds of revenue leaders who have multiplied revenue and increased the valuation of their sales organizations, even during some of the most drastic economic downturns of the past few years. They did so by identifying opportunities to strengthen core selling competencies that enabled their teams to deliver increased customer value and maintain pipeline through seasons of uncertainty and downturn. These are the three must-have skills your sellers can use to win consistently and drive your core revenue objectives in a challenging economic climate.
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Categories: Economic Change | Sales Kickoff | Sales Messaging
The start of the year is an opportunity to capitalize on the mindset of a fresh start. Your revenue teams are setting their goals and habits for the new year, and SKOs and strategy sessions are shifting their approach. The first month or two will be crucial in setting the foundation that will determine your organization’s success this year. Now is the time to lay out a bold strategy and empower your teams to take control of closing bigger deals, stacking pipeline, and driving toward organizational goals. Here are three strategies that leaders are using to start the year strong with a message that delivers ROI and aligns with your broader vision for growth and profitability.
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Categories: Economic Change | Sales Messaging | Sales Negotiation
Today's sales environment is highly competitive. Recent economic hurdles mean that many buyers are adopting more complex purchasing processes, and sales organizations are looking for any way to preserve vital margins. You have ambitious revenue goals for the year - you can't afford for your sellers to resort to discounting to close deals.
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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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