Categories: Economic Change | Podcasts | Sales Messaging | Sales Process
Few tools in your sales team’s arsenal can move the needle like effective proof points. They verify that you do what you say you can do. The more proof points are aligned with your buyer’s industry, problem, or positive business outcome (PBO), the more effective they’ll be. Sales organizations with a process for developing and maximizing the effectiveness of their proof points can leverage these important tools in ways that create and preserve value in the sales process.
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Categories: Economic Change | Front-line Managers | Sales Leadership
Changing course to weather the economic storm is a little like other initiatives that require leader visibility. To pivot successfully, you’ll need to rally the troops and build buy-in around the shifted approach. But unlike a launch, your plan for steering the ship through choppy waters comes with added background noise. Tightened budgets, longer sales cycles, and “not right now”... the realities of today’s market can take a toll on morale. In a challenging economy, it’s critical to retain and maximize the talent you have by providing support. In an environment where your sales organization may be asked to do more with less, you don’t want to risk losing your A-players. Without a clear understanding of your company’s future and plans for how you’ll move forward, economic challenges can make employees feel insecure. Your strategies to hit your revenue goals in a down economy can only be impactful if your workforce is committed to making them a reality.
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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 | Sales Discovery Process | Sales Leadership
Recently, we’ve all been living in a constant state of economic uncertainty. 2023 market trends show a leveling off of growth and consumer confidence is steadily declining across global markets.
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Categories: Economic Change | Sales Conversation | Selling to the C-Suite
The Chief Financial Officer is an influential voice in any sales conversation. If you’re looking to drive growth for your organization, your reps must be able to influence the CFO to close higher-value deals. Recently, due to economic pressure and budget constraints, many sales teams are seeing CFOs get involved in every deal, regardless of size. The ability to sell to the CFO is now a crucial skill every seller needs in order to hit revenue targets in today’s market.
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Categories: Economic Change | Sales Leadership | Talent Management
Economic challenges can take a huge toll on workforce morale. Your sales force is likely encountering obstacles they haven’t faced before, and it’s possible that’s affecting their ability to win.
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