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- Blog
In the era of digital transformation, both your customers and employees expect seamless and frictionless access to information and support. Search capabilities perfected by Google and Microsoft were the gold standard for knowledge retrieval but are insufficient in answering questions in a timely fashion. They can help find a specific needle in a proverbial data haystack but require you to know exactly what you are looking for and use specific or similar terms to retrieve that. Even if you craft the necessary keywords to retrieve the relevant document you still struggle with the problem of reading, comprehending and synthesizing that data to answer the question you initially came to answer. To identify the search functionality and examine the various articles available, extra clicks are required.
- Blog
“There’s no going back to the future and no new normal. This is a watershed moment. B2B sales leaders must embrace change and plan for a very different buying and selling landscape.”
Mary Shea, PhD, Forrester
“If you think the world will return to field selling after the 2020 pandemic subsides, you will be waiting a long time.”
- For SDRs
If you are not familiar with Chris Voss’s method, this material won’t be useful. To get the most out of this guide, enroll in Chris’s Masterclass. The Masterclass combined with deliberate practice won’t just help you defuse objections. It will also give you the superpower to get through to anyone you meet in your personal and professional life.
Introduction
Your prospect says, “We’re already working with another vendor.”
How would you respond?
- For Sales Enablement
In our previous installments in this series we introduced the Buyer Engagement Spectrum. The answer to your question, “are you a nuisance or a partner”, leads to 1 of 2 buyer actions: delete or do. In part 3, we break down what organizations are doing to successfully land the right message to the right audience, increasing their likelihood to get action.
- For Sales Enablement
The Buyer Engagement Spectrum is a straight-forward way to assess where your sales engagements are hitting the wall. Are you a nuisance speaking to generic problems, i.e. “In these unprecedented times…”? Or, do you offer a point of view, one so unique a buyer is willing to take action?
In part 1 of the series, we introduced the Buyer Engagement Spectrum. Here’s the big takeaway: your message can result in 1 of 2 buyer actions: delete or do.
- For SDRs
If you have been in the world of Sales Development for a while may have noticed that the amount of research required has skyrocketed over the past 5 years.
Personally, I feel like I “blinked” and the SDR role turned into private detective work. I might even buy a few trench coats to raffle off! (merch idea?)
- For Sales Enablement
Delete, delegate or do. It’s a split second decision. Your message (e.g. ad, email, voicemail, in-person meeting) has a simple goal to drive the highest level of buyer engagement in the shortest amount of time.
Every interaction you have with a current or prospective buyer matters. You are judged the moment you engage. Judged not for what you do or what you sell, but to determine if the buyer should spend his/her most valuable resource with you — their time.
- Blog
Magic happens when Sales, Marketing and Product teams are aligned and operate like a well-oiled machine – it is the CRO’s ultimate mission. But as the company and teams grow, product capability expands, multiple Business and Product teams thrive to position themselves against competition in a buyer-centric world, aligning customer-facing teams becomes a major challenge.
- For Presales
If you’ve known me longer than five minutes, you’ll know that I place a heavy emphasis on the value on a collaborative and cohesive team that is high performing, and provides a safe space for each member of the team to be themselves, speak their mind, and grow in their career. And most importantly, have fun while doing it. In today’s world with fully remote, distributed teams and uncertainty about what the future holds, this is more important than ever.
- For Presales
As a leader on any team, you know coaching is critical to improving performance of individuals on the team. What then, is a coaching mindset? What does it mean, and how can it help you become a stronger leader and influencer on your team?
- For RevOps
Companies are ten years into the journey of driving revenue performance through the office of the Chief Revenue Officer (CRO). A decade ago, the challenge laid before their feet was to drive revenue growth as the world emerged from a global recession. The DJIA experienced an 11-year bull run—revenue growth, record corporate profits, and low unemployment ushered in an era of prosperity.
- Spotlight
Anna Vuong, a seasoned Sales Enablement leader at Zoom Video Communications, Inc. talks with us on how the profession has evolved over the years and her strategy to get better at your craft every day.
Anna started in Customer success, then operations and partners before finding her calling in Sales Enablement. It used to be called “Sales Readiness” before Sales Enablement became such a hot topic.
Her love for being surrounded by Sales team and celebrating their success keeps her challenged and motivated.
Blog
- Blog
In the era of digital transformation, both your customers and employees expect seamless and frictionless access to information and support. Search capabilities perfected by Google and Microsoft were the gold standard for knowledge retrieval but are insufficient in answering questions in a timely fashion. They can help find a specific needle in a proverbial data haystack but require you to know exactly what you are looking for and use specific or similar terms to retrieve that. Even if you craft the necessary keywords to retrieve the relevant document you still struggle with the problem of reading, comprehending and synthesizing that data to answer the question you initially came to answer. To identify the search functionality and examine the various articles available, extra clicks are required.
- Blog
“There’s no going back to the future and no new normal. This is a watershed moment. B2B sales leaders must embrace change and plan for a very different buying and selling landscape.”
Mary Shea, PhD, Forrester
“If you think the world will return to field selling after the 2020 pandemic subsides, you will be waiting a long time.”
- Blog
Magic happens when Sales, Marketing and Product teams are aligned and operate like a well-oiled machine – it is the CRO’s ultimate mission. But as the company and teams grow, product capability expands, multiple Business and Product teams thrive to position themselves against competition in a buyer-centric world, aligning customer-facing teams becomes a major challenge.
Spotlight
- Spotlight
Anna Vuong, a seasoned Sales Enablement leader at Zoom Video Communications, Inc. talks with us on how the profession has evolved over the years and her strategy to get better at your craft every day.
Anna started in Customer success, then operations and partners before finding her calling in Sales Enablement. It used to be called “Sales Readiness” before Sales Enablement became such a hot topic.
Her love for being surrounded by Sales team and celebrating their success keeps her challenged and motivated.
For Sales Enablement
- For Sales Enablement
In our previous installments in this series we introduced the Buyer Engagement Spectrum. The answer to your question, “are you a nuisance or a partner”, leads to 1 of 2 buyer actions: delete or do. In part 3, we break down what organizations are doing to successfully land the right message to the right audience, increasing their likelihood to get action.
- For Sales Enablement
The Buyer Engagement Spectrum is a straight-forward way to assess where your sales engagements are hitting the wall. Are you a nuisance speaking to generic problems, i.e. “In these unprecedented times…”? Or, do you offer a point of view, one so unique a buyer is willing to take action?
In part 1 of the series, we introduced the Buyer Engagement Spectrum. Here’s the big takeaway: your message can result in 1 of 2 buyer actions: delete or do.
- For Sales Enablement
Delete, delegate or do. It’s a split second decision. Your message (e.g. ad, email, voicemail, in-person meeting) has a simple goal to drive the highest level of buyer engagement in the shortest amount of time.
Every interaction you have with a current or prospective buyer matters. You are judged the moment you engage. Judged not for what you do or what you sell, but to determine if the buyer should spend his/her most valuable resource with you — their time.
For SDRs
- For SDRs
If you are not familiar with Chris Voss’s method, this material won’t be useful. To get the most out of this guide, enroll in Chris’s Masterclass. The Masterclass combined with deliberate practice won’t just help you defuse objections. It will also give you the superpower to get through to anyone you meet in your personal and professional life.
Introduction
Your prospect says, “We’re already working with another vendor.”
How would you respond?
- For SDRs
If you have been in the world of Sales Development for a while may have noticed that the amount of research required has skyrocketed over the past 5 years.
Personally, I feel like I “blinked” and the SDR role turned into private detective work. I might even buy a few trench coats to raffle off! (merch idea?)
- For SDRs
What are the metrics for SDR success during prospecting?
Book more meetings.
What comes on the way?
Prospects are not always interested in whatever you are selling to them.
Becc Holland, in her popular “Flip the Script” 4-session video series, walks us through skill-building for prospecting. And, yes, she puts humanity and integrity back into selling.
The sessions I found most useful are objection handling and Email Outreach strategies.
For Presales
- For Presales
If you’ve known me longer than five minutes, you’ll know that I place a heavy emphasis on the value on a collaborative and cohesive team that is high performing, and provides a safe space for each member of the team to be themselves, speak their mind, and grow in their career. And most importantly, have fun while doing it. In today’s world with fully remote, distributed teams and uncertainty about what the future holds, this is more important than ever.
- For Presales
As a leader on any team, you know coaching is critical to improving performance of individuals on the team. What then, is a coaching mindset? What does it mean, and how can it help you become a stronger leader and influencer on your team?
For RevOps
- For RevOps
Companies are ten years into the journey of driving revenue performance through the office of the Chief Revenue Officer (CRO). A decade ago, the challenge laid before their feet was to drive revenue growth as the world emerged from a global recession. The DJIA experienced an 11-year bull run—revenue growth, record corporate profits, and low unemployment ushered in an era of prosperity.
