Categories: Sales Planning | Sales Process
Opportunity reviews can make the difference between a sales team that delivers on an accurate forecast and one that doesn’t come close. I believe the key to a successful opportunity review depends on sales leadership doing two things right: (1) encouraging their reps to dig deep and (2) ensuring that the reps have the tools they need to execute on their action plans. Think about the traditional format that opportunity review conversations usually take. Ask your sales people about their perspective and you’ll get some surprising answers. I often hear sales people talk about the average deal review like this, “My average deal review is a 30-second conversation in the middle of a forecast review when my manager asks me if the deal is still on track.”
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Categories: Sales Planning
Let’s be honest. It can be a lonely world as a sales leader, especially when it comes time to hold the forecast meeting. You often feel like you’re the only one who cares. You’re the only one who’s holding feet to the fire when it comes to making the number. You’re in the thick of the fourth quarter, and you’re likely scrambling with your own sellers trying to pull out the big wins, or even any piece of business to make your number.
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Categories: Sales Messaging | Sales Planning | Sales Qualification
Part 3 of 3 In the first blog post of this series, The Subscription Economy: What It Is and How It’s Changing The Way People Buy, we asked Zuora’s VP of Worldwide Sales Strategy and Execution, Dave Frechette, to introduce the concept of The Subscription Economy - the move from traditional pay-per-product/service models to subscription-based Software as a Service (SaaS) models. In the second post, How the Subscription Economy is Driving a New Kind of Business Model, we pulled notes from our conversation with Dave to highlight four essential areas of business operations that are changing in response to the Subscription Economy. In this third and final post of the series, we’ll discuss one of the most important changes brought about by the shift toward subscription-based businesses – How subscription-based sales models are driving changes to the sales process.
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Categories: Sales Planning | Sales Process
Part 2 of 3 In the first article of this series, “The Subscription Economy: What It Is and How It’s Changing The Way People Buy,” Dave Frechette, Vice President of Worldwide Sales Strategy and Execution at Zuora, shared his thoughts on why many businesses are moving toward a subscription-based selling model. This Subscription Economy, a phrase coined by Zuora, is fundamentally changing the way businesses operate. The shift to the Subscription Economy brings with it the need for a completely different approach to building your business.
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Categories: Sales Planning
As a sales leader, your ability to coach your team on how to leverage potential opportunities within their territories can drive the organizational growth needed to drive revenue in your sales organization. Your sales planning discipline around territory planning and management processes should include the ability to:
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Categories: Sales Planning | Talent Management
Strategic Account Managers (SAMs) are charged with nurturing and cultivating business in your company's most important customer accounts. It's a critical sales role in every company; one that’s essential to achieving your revenue goals. Here are two steps you can take to support your SAMs and their ability to nurture and expand customer accounts.
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