Categories: Sales Qualification | Talent Management
Very often in our engagements, our customers ask us to comment on their people. They ask questions like, “What do you think of our people?” and “Do you think we have the right people?” These are very common questions. Before I answer these questions about anybody’s people, I like to dig in a little further. I always ask them to tell me, “How do you define success in this or that role?”. It's amazing how many people struggle to give me a measurable answer to this question. A lot of people tell me things like, “They have to be smart”; “They have to have grit”; and my all-time favorite, “They have to have it".
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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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