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Categories: Buyer Alignment  |  Sales Messaging  |  Sales Transformation

Product-Led Growth: Enabling Sales to Scale Your Success

Product-led growth (PLG) is leading many B2B companies to drive rapid revenue success. While PLG solutions can propel organizations forward efficiently, this approach also brings specific and complex challenges of its own. If your company is aiming to scale revenue, your cross-functional team may already be considering shifts to go-to-market (GTM) distribution efforts and strategies. What do successful sales leaders prioritize to align their sales organizations accordingly? 

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Categories: Sales Messaging

Reduce Company Silos in a WFH Business Environment

The remote work environment is forcing sales leaders to motivate their teams and increase collaboration within groups and cross-functionally. Building alignment around how to best serve your customers can be a force multiplier that drives significant company-wide improvements, even when it comes to motivating employees and improving collaboration in work-from-home environments. 

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Categories: Buyer Alignment  |  Sales Messaging

The Missing Link Between Your Differentiation and Your Buyers

There are a lot of organizations that tout what makes them different from the competition. However, at times, that differentiation is simply talk because sales reps are unable to articulate that differentiation in terms of buyer needs. Cross-functional alignment on the competitive differentiation of a great B2B solution and a sales consumable framework that enables reps to leverage that differentiation, can have a major impact on the sales team’s ability to win more and close higher-value opportunities. See how successful sales leaders generate this alignment and operationalize it in a way that drives repeatable sales impacts and company-wide benefits.

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Categories: Customer Success  |  Sales Messaging  |  Sales Negotiation

How to Make QBRs Valuable for Your Customers

Quarterly Business Reviews are a common practice for B2B sales companies. They’re meant to provide value for the customer and also provide an opportunity for the sales team to discover ways to help customers be successful, but all too often they miss the mark. Most executives have been through countless lackluster or for lack of a better term, bad QBRs. That’s why your buyers may avoid these important discussions and opt to not come altogether. With a well-defined process on how your customer-facing teams create and capture value, you can differentiate your approach to these important meetings. 

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Categories: Sales Messaging  |  Sales Transformation

Selling New Technology: Getting Reps Beyond the Technical Sale

How can you grow sales revenue when you’re selling a product that simply isn’t a line item in most buyer budgets? Selling a product that represents a new way of doing business demands that salespeople are equipped to be relevant to their buyers’ business-level challenges. When groundbreaking high-tech companies aim to scale sales success, solidifying alignment with their buyer is a key first step and one that can drive company-wide benefits in the process.

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Categories: Sales Messaging

Shifting to Consumption-based Pricing: Ensure Sales Alignment to Drive Numbers Up

SaaS trends show companies are increasingly making the shift to usage-based pricing models. The ability to increase monetization over time and emphasize a land and expand strategy makes consumption-based models attractive to growing companies. Aligning to new ways buyers use your product likely requires a shifted sales approach, one that equips sellers to communicate value in a way that improves their ability to (1) land high-consumption accounts and (2) ensure long-term adoption within them. Easier said than done.

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