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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Categories: Economic Change | Scaling Sales | Selling to the C-Suite
Selling to C-level leaders is a crucial skill for your sales force if you want to grow your average deal size. Especially in today’s environment of economic uncertainty, big price tags are not getting approved without skillful execution of these conversations.
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Categories: Company Alignment | Economic Change | Scaling Sales | Unicorn Companies
As the external economic environment continues to shift, many organizations are looking for ways to optimize costs and make their sales force more efficient. One focus area has emerged as a key differentiator for those organizations who have been able to do more with less, accelerate revenue, and exceed their objectives during this economic time: alignment. Succeeding during economic change requires all hands on deck and a united motion toward your goals. Perhaps the recent market shifts have exposed misalignment in your teams that wasn’t as critical before. Or maybe your organization has struggled to pivot to match the speed of the market, resulting in misalignment on how you’re addressing changing customer needs.
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Categories: Economic Change | Sales Enablement Technology | Sales Leadership
Sometimes change comes in the form of a tidal wave: immediate, dramatic, and undeniable. More often, change happens slowly and steadily: hard to perceive until we’ve drifted so far from the shore that we can’t see where we started. Whether you’re trying to minimize “drift” that’s occurred within your sales organization over time or respond to the immediate impact of the turbulent economic environment, ensure you’re focusing on crucial aspects that enable your team to succeed. Remain focused on the fundamental aspects of good selling while using every advantage to stay competitive in the modern selling landscape.
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Categories: Economic Change | Sales Negotiation
Today's sales environment is highly competitive. Rising economic headwinds mean that many buyers are adopting more complex purchasing processes, and sales organizations are looking for any way to preserve vital margins. As a sales leader, you don't want your sellers resorting to discounting to close deals in this environment.
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Categories: Economic Change | Sales Leadership | Sales Messaging
What do today’s most successful revenue-driving sales forces have in common? The top teams all feature the same traits: (1) a customer-focused qualification and discovery process, (2) the ability to attach to desired business outcomes (3) and clear, tangible differentiation. How can leaders help their organization achieve these things? By operationalizing a powerful messaging framework.
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