Categories: Sales Messaging | Sales Process
Part 1 of 3 We recently sat down with Dave Frechette, Vice President of Worldwide Sales Strategy and Execution at Zuora, a leading commerce, billing, and finance solution for subscription-based businesses, to discuss his thoughts on the “Subscription Economy.” The Subscription Economy is a phrase, coined by Zuora, describing the new business landscape in which traditional pay-per-product (or service) companies are moving toward subscription-based business models. We’ve taken the notes from our conversation with Dave and laid them out in this three-part blog series.
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Categories: Sales Process
As a sales leader, you're likely facing heavy pressures to significantly grow sales revenue. In these situations, avoid yelling at the scoreboard and help your managers avoid just telling their reps to "go out and sell more". The best sales leaders focus on defining what's working and what's not so they can quickly write the course. Here are four reasons why your sales team's numbers are coming up short and action steps to consider.
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Categories: Sales Process
The ability of your sales teams to sell higher in an organization is driven by a value-based selling rhythm that drives a shorter sales cycle and bottom-line impact. CSO Insights’ research shows that sales reps who engage decision makers close opportunities faster. In fact, their sales cycles are more than 20% shorter than those who sell at lower levels in the prospect organization. Recent research highlighted in Harvard Business Review’s blog also provides insight on the average sales cycles, specifically in the tech industry.
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Categories: Sales Enablement Technology | Sales Process
Sales is the engine converting your back-end investments like CRM, Marketing Automation and collateral into revenue. If you want to impact bottom-line results, you need a sales process that provides sales leaders, and sales reps, the ability to manage, reinforce and inspect, not just a set of tools that aren’t integrated or relative to a seller’s day-to-day functions. Without real-time insight into what’s working, when, why and for whom, the effort to improve sales performance can become a costly game of darts.
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Categories: Inside Sales | Sales Conversation | Sales Process
I’m a dinosaur. I started selling before Al Gore found the Internet and caveman found fire. When I started selling, companies used to put teams out in every city. Inside sales was an afterthought. Now, teams that didn’t have inside sales ten years ago are giving up on the field team all together.
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Categories: Sales Process
Efficiency and alignment are critical elements of sales productivity. An effective sales process provides a vehicle to enforce discipline, repeatability, predictability and validation of progress through a sale. Most importantly, an effective sales process allows for inspection and planning – in advance.
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