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Blog Feature

Categories: Company Alignment  |  Sales Messaging  |  Sales and Marketing

Convert More High-Value Leads with Sales and Marketing Alignment

Recent economic uncertainty has forced many sales teams to dig deeper into their territories for potential pipeline and put a critical focus on effectively maximizing every lead. As buyers become more budget-conscious and develop more stringent criteria, it’s never been more important to communicate value from the very first interaction.

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Blog Feature

Categories: MEDDICC  |  Sales Messaging  |  Sales Qualification

How Sales Messaging & Qualification Work Together to Drive Scalable Growth

Most sales organizations have been affected by the economic downturn, which has resulted in rapid changes in buyer behavior, business priorities and decision criteria. You may be experiencing stagnation of growth, declining win rates or struggles with inconsistency in sales performance. Depending on your organization's current challenges, a sales qualification and/or messaging transformation can improve your sales teams’ ability to increase average deal size and win rates consistently. One initiative complements the other, and the true power of each is maximized when they’re executed together.

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Blog Feature

Categories: Economic Change  |  Sales Leadership  |  Sales Messaging

How to Lead a Revenue-Driving Sales Force in Today’s Market

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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Blog Feature

Categories: Differentiation  |  Sales Messaging  |  Scaling Sales  |  Unicorn Companies

Becoming a Unicorn Company: What Top Tech Startups do Differently

If you’re a leader in a high-growth tech sector, you’ve probably heard the phrase “unicorn company.” It’s the dream of any tech startup – to reach a valuation of $1 billion without an IPO. But what do companies in this coveted spot have that puts them so far ahead of the competition? Conventional wisdom points to a great product, but we know that’s not the whole story. A great product sets the stage, but sales runs the show – so what can sales leaders in the tech world and beyond learn from the sales process of these standout firms?

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Blog Feature

Categories: Economic Change  |  Sales Kickoff  |  Sales Messaging

Start the Year Strong: What Sales Leaders Are Doing Now

As we close out a year of widespread economic uncertainty, many leaders are looking for ways to boost morale and prepare their teams to maintain or even recover revenue in a competitive market. The start of the year is an opportunity to capitalize on the mindset of a fresh start. Your sales team is setting 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 reps 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 reinforces their value in a competitive market.

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Blog Feature

Categories: Product-Led Growth  |  Sales Messaging

Navigating Product-Led Growth Complexities

Product-led growth (PLG) is driving some of the fastest growing B2B companies. While these solutions can propel organizations forward, this approach requires business leaders to make strategic decisions around what’s needed to scale that success.

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