☁️ Cliff Simon’s Post

Is your team nailing the fundamental sales skills to help push tough deals over the line? We all know deals are harder to close these days. Buyer committees are bigger, budgets are tighter, deal cycles are longer. That why we are hosting a "Back to Basics" masterclass with revenue leaders from Sales Assembly, Rev, and SEON to discuss how teams can revisit foundational sales skills to help them close more deals. Join Ross Rich, Matt Green, Meg Peterson and Matt DeLauro on March 6th at 1pm ET. Can't make it live? We'll share the recording. https://hubs.la/Q02mRnLX0

In the era of hyper-growth, money flowed into and (let's be honest) out of businesses freely. When all that changed, it became clear to many Sales leaders how much their teams had atrophied during the time when it wasn't as critical to enforce high standards for selling. Join Accord and a panel of revenue leaders from Sales Assembly, Rev, and SEON for a Masterclass about how teams are going back to the basics of doing the right things on the right deals to push through tough cycles. https://hubs.la/Q02lRXlq0 #sales #salesenablement #enablement

Deals are harder to close these days. Buying committees are bigger. Deal cycles are longer. Budgets are tighter. Is your team nailing the fundamental sales skills to help push these tough deals over the line? We are hosting a "Back to Basics" masterclass with revenue leaders from Sales Assembly, Rev, and SEON to discuss how teams revisit foundational sales skills to help them close more deals. Join Ross Rich, Matt Green, Meg Peterson and Matt DeLauro on March 6th at 1pm ET. Can't make it live? We'll share the recording. https://hubs.la/Q02m2PRB0

Q3 is coming up and GTM is neck deep in quarterly planning. Here are two principles to help you win. Clarity in Vision. Excellence in Execution. Create a Vision with absolute clarity on where the company needs to go. And which actions each team is going to take to get there. ✅ Good Example: Pipeline is $10.5 million. It needs to be at $15 million to hit our revenue targets. Here are the 3 key actions we are going to take, down to the team level. Enable the team and deliver plan at SKO to start the quarter. 👎 Bad Example: Pipeline sucks. It needs to be higher. Like 10x higher. Hire more reps. Skip enablement. Tell the team their quotas 1 month after the quarter starts. Once a plan is made, you have to execute. Removing blockers and delivering on the plan that was created. Change as new information arrives. Otherwise let your team cook.

In the movie Glengarry Glen Ross, Blake schools and patronizes the underperforming sales teams by letting them know that coffee is for closers only. But how can you expect sales reps to improve if you're giving zero support? No sales enablement materials, gaping knowledge gaps in your content strategy, and no competitive intelligence. You want your team to close $100k deals over a few calls but all you giving them are pep talks or performance improvement plans without guidance or support. Here's the visual if your sales and product team had sales and compete enablement programs and Blake was the VP of product: w/ enablement: ☕☕☕☕☕ without intel and enablement: 🥛

Alabama’s systematic approach “The Process”, stood tall in the biggest of moments the past two weekends. As GTM practitioners, we can apply the same core principles to our work: - Focus on the task at hand - Focus on doing the best you can at that moment - Focus on what you can control!

GTM teams fall more in love with the power of saying NO in 2024! You must say No to 99 things that hit you every day, every month, and every quarter to keep your GTM team disciplined and focused on achieving the results that drive the right business outcomes. In saying No, please explain to your stakeholders why your response of NO doesn't mean never. However, the ask needs to be prioritized to be executed effectively. As we have transitioned to efficient, profitable growth and $300K + revenue per employee, alignment and the power of No will be critical in 2024+.

Couldn't be more excited to partner with the team at Revenue Reimagined to revolutionize the GTM Strategy playbook. Over the last few months I've been able to get to know Jake Reni in both a professional setting and on a friendship level. He's one of the most impressive GTM leaders I've had the chance to interact with and what he, Adam Jay and Dale Zwizinski are bringing to the market is world class. We couldn't think of a better alignment to bring our platform and their revenue-increasing strategic leaders together. Sales teams today require more than just traditional approaches to drive revenue. Through this partnership, we are committed to delivering innovative solutions that empower businesses to maximize their potential and achieve sustainable growth.

Quota Capacity is one piece of the puzzle in building a new business plan. I'm going to continue to preach that it's not nearly as important as building a bottoms-up model that the entire GTM team agrees with. PLEASE challenge yourself and your entire executive team to have a realistic bottoms-up model that aligns with ensuring every AE is set up for success. (not just hitting your board plan) Create the bottoms-up model with 4 key metrics for every segment and channel you have: (ex. Inbound, Outbound, Partners + SMB, MM, ENT) Opportunities Created each month Win Rate (Opportunity to Won) Average Deal Size (ARR) Sales Cycle (Days) Your entire GTM leadership team should agree on every assumption and potential increase needed to get your bottoms-up model to align with quota capacity.

Two not so obvious things you can do to achieve alignment between sales and marketing by Anthony Kennada: 1. Build your marketing around a servant leader mentality. Our job in marketing is to help support you in sales and contribute to your numbers. That’s why we exist. 2. Unite your sales team around embracing the selling motion in its entirety. Including broadening their view from just selling products to implementing business transformations for clients that come in the shape of everything that we are running: content, events, etc.