January is often a time to reset. Whether your goals for the year include hiring better sales reps, selling larger deals or driving more rigor on your sales teams, taking a step back and level setting around your key sales activities can be a valuable exercise.
Your organization's ability to articulate your differentiation is a critical component to both enabling your reps and ultimately winning market opportunities. As a sales leader – as someone who is ultimately responsible for the number, you need to make sure your sales reps and everyone who is engaging with your customers is crystal clear on what makes you different from the competition.
During this holiday season, we are grateful to those who have helped shape our business. Thank you for reading, commenting and sharing our content on our sales effectiveness blog. We appreciate your continued engagement and look forward to providing even more valuable content in 2017!
All sales veterans know that simply following a sales process doesn't guarantee a deal will close. Qualification along the way is critical to ensuring you don't lose a deal late in the sales cycle.
A key component to qualification is building strong requirements for your solution. Here are some great questions to ask yourself when trying to define if you have strong requirements.
Do the decision criteria reflect the business & technical requirements of all constituents, especially those of the Economic Buyer?
All players in the buying process must be able to connect the dots between the technical features and the positive business outcomes that the customer is hoping to achieve.
Taking on any change management initiative can be logistically overwhelming. With the time and investment of budget and resources, you need to ensure that your initiative is set up for success.
Doing the hard work up front will lead to a roll-out that's set up for success. In this post, we've outlined some key areas that will help you demonstrate leadership and commitment around your initiative.
Sales is the engine that drives your revenue number. The process behind it deserves thoughtful attention. If your sales organization is struggling with delivering on the forecast, you could have some key holes in your sales qualification process.
A well-defined sales process makes it easy for reps to execute and for managers to evaluate performance.
Below we've outlined three areas of focus that can help you strengthen your sales team's ability to forecast opportunities and close deals.
As a sales leader, are these problems plaguing your salespeople?
- They rely too often on features and functions rather than business value
- They are unable to differentiate from the competition
- They're selling too low in the organization
- The deals always come down to price
If so, you're likely dealing with a problem in sales messaging. Your reps don't know how to effectively articulate the value and differenitation of your solutions in a way that has meaning to the buyer. Don't waste another quarter waiting for a miracle to happen. Put the rigor needed behind enabling your sales team to drive consistency in the sales conversations.
There isn’t a sales organization out there that isn’t trying to increase revenue, either by selling more complex deals with their current prospects or by expanding their solution set with current customers. If you are having challenges with your own land and expand strategy, it likely comes down to how you are equipping your reps to support expansion in their accounts and how your company is aligned behind your sales enablement strategy.
If you are wrapping up the fiscal year, one of two things are happening. You are either feeling really good about how your sales team is finishing up 2016 or you are trying to figure out how not to repeat the same problems next year.
Our podcasts are some of the most popular tools leveraged by our customers and broader network. When you're on-the-go, they're a great way to brush up on some of the fundamentals of great selling. We pulled together five of our most popular to make it easy for you to share them with your reps or use them to fuel your own prospect conversations.