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 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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