Categories: Economic Change | Partners | Sales Leadership | Scaling Sales
Channel organizations are an often overlooked, but critical component to increasing market share for complex B2B sales organizations. During my time as VP of PTC’s Worldwide Channel Program, I leaned on a core formula: Productivity x Capacity = Growth. In this article, we will focus on capacity, but stay tuned for part two in this series for the other side of the equation: How to Increase Channel Partner Productivity.
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Categories: Economic Change | Sales Leadership
We recently hosted an Industry Leadership Panel where we talked to three growth-oriented business leaders about what top organizations are doing to drive success in the current market. There were a few questions we saw over and over again from the audience, so we wanted to take the time to provide some relevant resources around those topics. Keep reading for podcasts, blogs and videos from our library that address the four most commonly asked questions from our webinar about economic change. Top Questions for Industry Leadership Panel: Navigating Market Challenges We got even more nuanced and unique perspectives on these topics from our panel guests during the event. If you missed the panel discussion, you can watch it on demand here. The conversation dove into specific lessons and action items for leaders in every industry on how to support teams, shift priorities, and drive growth outcomes in our current economy.
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Categories: Front-line Managers | Sales Leadership | Unicorn Companies
In 2013, a venture capitalist coined the term “Unicorn” to refer to privately owned firms valued at over $1B. Back then, only 39 companies fit the criteria. Legislation had cleared the path for private companies to pursue funding and Unicorns became less mythical. By 2020, there were over 600. The real Unicorn stampede occurred in the wake of pandemic-era restrictions, fueled by rapid tech adoption and an exuberant funding environment. During 2021 alone, 537 new Unicorns were minted. Today, there are over 1250. There is no roadmap for becoming a Unicorn, but there are common threads. Most have great timing with a disruptive idea, scalable technology and a relationship with investors marked by two-way trust. But once they've reached the coveted Unicorn status, how do companies maintain performance and continue their steep growth trajectory? For leaders at these companies who have reached great heights and want to keep the pedal to the floor, there are three critical areas they'll need to maintain and support continued success. First, fast-growing teams need a unified sales message to leverage clarity on the value they’re bringing to the market. Second, streamline your selling processes: qualification methods, deep discovery, capturing and sharing proof points – fine-tune each component into a repeatable process embedded in your operating rhythm. Third, maintain strong talent while emphasizing retention and development. Let’s examine these three focus areas:
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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. 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 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 | 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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