Modern Day Communication Channels: Reaching Stakeholders Effectively

In a world where our inboxes are inundated with a high volume of spam, the ability to reach and engage stakeholders through the right communication channels is just as important as the message itself. No matter how personalized or well-crafted your messaging is, it won’t have an impact if it doesn’t reach your audience or if it’s buried in a crowded inbox. The modern sales professional needs to be versatile, adopting multiple communication channels to ensure messages resonate and stand out. Here’s a breakdown of how to use the most effective channels today: 1. Email: Precision and Clarity Amidst the…

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September 27, 2024

Sales

Leveraging the Cost of Inaction to Progress Your Deals

The Cost of Inaction (COI) has been gaining a lot of traction on social media lately. While it may sound like a new thing, COI is actually a well-established principle with roots outside of sales, emphasizing the negative consequences and missed opportunities resulting from failing to take action. Over the last 10+ years, it has become an essential concept in sales, especially enterprise sales, and when used strategically and thoughtfully it is a powerful ally in helping progress sales deals. COI vs. Loss of ROI COI is often confused with the loss of ROI. However, COI is not about missed…

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September 24, 2024

Metrics / Sales

Forecasting and Pipeline Inspection: A Panel Discussion

Forecasting and Pipeline Inspection: A Panel Discussion Every sales and customer success (CS) leader understands that effective sales forecasting and pipeline inspection are crucial for driving revenue growth, yet these areas often prove to be elusive and challenging to master. To delve into the challenges and best practices in these areas, I sat down with my colleagues, Indu and Tijana, to discuss the topic from various perspectives within the revenue organization. Indu Sudhakar brings over 13 years of experience in sales, and her hands-on expertise with sales tactics and enablement offers valuable insights from the reps’ viewpoint. Tijana Rackov, with…

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September 24, 2024

Business colleagues working together on a laptop. They are both young business people dressed in business attire in a modern office. Could be an interview, training or consultant working with a client. There is a TV with a presentation with charts and graphs.. There is paperwork, coffee and technology on the table. Mixed ethnic group.

Sales

Unlocking the Power of Mutual Action Plans in Sales

Mutual Action Plan (MAP) is a powerful yet often underrated and misunderstood tool in the sales arsenal. While MAPs may sound intimidating and seem like a lot of work, many of us use a version of it informally in our daily lives without even realizing it. Every time we plan something—whether with family, friends, or coworkers—we discuss what needs to be done, decision criteria, next steps, and who is responsible. These are essentially the basics of a MAP. One of the most effective uses of MAPs in sales is testing your champion’s commitment to the buying process. By asking them…

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August 29, 2024

Customer Success / Sales

Why Revenue Attainment is Plummeting: It’s Not Just the Economy, It’s Our Approach

We are in the midst of a generational change. You may immediately think that I am referring to AI but there’s another key shift occurring. We are witnessing a substantial shift in the demographics and preferences of our buyers. Today, 71% of business buyers are under the age of 45, and a staggering 86% of these buyers express dissatisfaction with the buying process. Additionally, 66% of buyers find that sellers are unhelpful. These changes have resulted in seller attainment reaching an all-time low. While many are attributing these sales attainment challenges solely to economic conditions, the truth is that our…

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July 25, 2024

Thank you!