Categories: Sales Messaging
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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Categories: Company Alignment | Sales Messaging
Acquiring a company can be an exciting time for an organization. It may bring new capabilities and solution differentiators, perks for employees, verticals to target, etc… On the flip side, an acquisition also brings the challenge of incorporating updates and changes into the sales function. Depending on what was acquired, it may bring changes to your sales process, your qualification process, your negotiation frameworks and/or your sales message. Putting a disciplined plan together that equips your teams to execute at the buyer-level is critical. That plan often starts with your sales messaging framework. Here are key areas to consider as you start aligning your sales team after an acquisition.
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Categories: Sales Messaging | Sales Process
Remote selling, buying, prospecting and training is here to stay. Even as lockdowns and restrictions loosen, B2B buyers continue to embrace, but also seem to prefer, remote interactions over face-to face meetings. That’s according to new research just published by McKinsey. At Force, we’ve found similar trends. Elite sales leaders are analyzing how well they’re supporting their salespeople in the remote environment, and making strategic changes to drive continued success or improve numbers.
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Categories: Buyer Alignment | Sales Messaging
Finding new ways to meet evolving buyer needs is the cornerstone of every great sales organization. The current environment has many companies adjusting product road maps and sales campaigns, trying to align with the most pressing needs of their specific marketplace. Given the current state, you, as a sales leader, have a huge opportunity to enable your sales teams to sell new products (or your exciting offerings) in a way that drives competitive revenue growth. How you enable your sales organization to sell your technology will play the biggest role in their success, and your success. Here’s how you can make the biggest impact:
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Categories: Company Alignment | Sales Messaging | Sales Transformation
Cross-functional alignment on the value your solutions provide for your customer is the key to accelerating growth. This symmetry is an essential link between your product team and your sales organization. If your salespeople aren't able to articulate the business value of the products you develop, customers won't realize their full potential. How many times have you seen a deal closed where the buyer is only buying one part of your solution, and therefore missing the bigger value for his/her business by not using the platform?
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Categories: Customer Success | Sales Messaging
Champions are a key component to selling high-level enterprise deals. If you know how to effectively enable and test a champion, you have an effective tool to advance your opportunities. We have covered Champions in a variety of our content. Here are a few of our most popular resources.
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