Leslie Henthorn’s Post

Whether you’re a new fractional executive, startup founder or a top performing Enterprise SaaS sales professional, moving new deals forward is harder than ever.   Dynamic and complex procurement processes, competing priorities, fear of change.... And deals that don’t progress aren't only about you missing the revenue needed for growth. Slipped or stalled deals deny clients the increased efficiencies and profitability that you’re capable of delivering, leaving stakeholders stuck with the status quo. How can you tweak your sales approach to close more, larger, deals while improving your client’s business? Let's make it rain. ☔ Have Conversations That Matter: Learn the language of their C-Suite.  What are the CEO and board talking about?  How will your solution help your champion improve the business? ☔ Establish Mutually Agreed Plans: Collaborate closely with future clients to build and execute plans that align with their strategic objectives, ensuring mutual success, with actions, owners and dates. ☔ Translate Your Solution into Business Value: Elevate your conversations from technology to business value, making your solution indispensable and accelerating executive support over competing priorities. ☔ Create Irresistible Proposals: Craft ‘land and expand’ proposals that not only address their immediate needs but also articulate the long-term value. Emphasize monetized business outcomes including their KPIs, ROI and payback period. ☔ Anticipate and Adapt: Stay ahead by identifying potential blind spots and developing contingency plans. ☔ Contact me to discuss making it rain more deals. ☔ Pay it forward - Share this if you think others could use my help. #fractional #fractionalexecutive #saas #venturecapital #roi #salescoaching #sales #enterprisesales #enterprisesoftware

How have changes in the market conditions for #digitalprocurement SaaS solutions impacted the skills that sales leaders are prioritising in their hiring and coaching? Here are some insights that I have gathered from the outstanding range of CRO's and other Sales leaders in the #procurementtechnology market that we have the privilege of working with - https://lnkd.in/eJ9w-nSv #sales #saassales #digitalsupplychain #proctech #talent #hiring #coaching #esg #ecotech Edbury Daley Peter Brophy Simon Edbury

Why Business Development Manager is very important for the companies? 🌟 Importance of a Business Development Manager (BDM) in Companies 🌟 A Business Development Manager serves as the linchpin in a company's growth strategy, playing a pivotal role in expanding the business, fostering relationships, and propelling revenue. Here's why they're indispensable: 🚀 Driving Growth: BDMs are growth catalysts, identifying opportunities for expansion, diversification, and new markets. They strategize to capitalize on emerging trends, creating avenues for increased sales and profitability. 💡 Innovation and Strategy: They bring innovation and fresh perspectives, crafting strategic plans that align with the company's vision. Their insight helps adapt and evolve the business model, ensuring long-term sustainability and competitiveness. 🔍 Market Insight: BDMs conduct thorough market research, analyzing consumer needs, competitor landscapes, and industry trends. This knowledge guides informed decision-making, minimizing risks and maximizing opportunities. 🤝 Building Relationships: They cultivate strong partnerships with clients, stakeholders, and key industry players. Through effective networking and relationship management, they open doors to collaborations and business alliances, fostering trust and loyalty. 💼 Negotiation Skills: Negotiation prowess is their forte. BDMs adeptly navigate deals, contracts, and agreements, ensuring favorable terms that benefit the company's interests while maintaining healthy relationships. 📈 Revenue Generation: Their efforts directly impact revenue streams. BDMs devise and execute strategies to meet sales targets, utilizing innovative approaches to maximize ROI and drive sustainable growth. 👥 Team Collaboration: Collaborating with cross-functional teams, they synchronize efforts across departments, aligning everyone towards common business objectives. Their leadership inspires teams to work synergistically towards success. 🔒 Risk Management: They evaluate risks associated with new ventures and strategies, implementing mitigation plans to minimize potential setbacks. Their proactive approach safeguards the company's interests. 📊 Data-Driven Decision Making: BDMs rely on data analytics to make informed decisions. They interpret data insights to fine-tune strategies, making adjustments that optimize outcomes and performance. ✨ Conclusion: Ultimately, Business Development Managers are the driving force behind a company's growth trajectory. Their multifaceted role encompasses strategic planning, relationship building, revenue generation, and risk mitigation, making them invaluable assets for sustainable success and continued evolution in today's dynamic business landscape. Note📒 : If you want to extend your market in the world just feel free to contact me! Mail 📬: [email protected] #business #industrial #development #sales

Are you part of the 31% of CEOs unhappy with current sales performance? Don't resort to knee-jerk reactions, random hires, or tactical shifts. This first step can be pivotal for a positive shift in 2024. ⬇️ To start, we recommend conducting a detailed assessment of your revenue function across four crucial areas: People, Process, Platform, and Performance. 🔹 People: Do you have the right talent for market needs? 🔹 Process: What sales process ensures a high win rate? 🔹 Platform: Is your tech stack supporting your sales team effectively? 🔹 Performance: Is your financial model balanced for growth? Follow these as a self-led roadmap with your team or reach out to explore The Chief Outsiders Readiness Assessment for further guidance in addressing these areas — our Chief Executives can assist CEOs to swiftly identify and address root challenges impacting operating results and enterprise value. #CEO #RevenueGrowth #sales

Here is a good commercial roadmap to follow for improving sales.

"Enterprise" in the world of sales is like a chameleon—adapting to its surroundings and taking on various meanings for different organizations. 🌐📈 For some, it's the pursuit of whales 🐋—those high-value, game-changing clients that make waves in revenue. Landing a few of these giants can redefine success overnight. Others see "enterprise" as a complex puzzle 🧩. It's about navigating intricate decision-making structures, understanding nuanced needs, and customizing solutions that fit like a glove. Think tailored suits, but for business strategies. In the realm of sales, "enterprise" can be synonymous with relationship-building on steroids. It's not just about closing deals; it's about forging partnerships. Every transaction is a step toward a long-term collaboration that goes beyond the dotted line. But, let's not forget the tech-savvy sales teams. In their lexicon, "enterprise" might mean integrating cutting-edge solutions that scale seamlessly. It's about providing not just a product but an entire ecosystem tailored to the client's evolving needs. In essence, "enterprise" isn't a one-size-fits-all term. It's a spectrum, a kaleidoscope of strategies, approaches, and perspectives. What does it mean for your sales team? #EnterpriseSales #SalesStrategies #ClientPartnerships #ScalingSuccess

#hiring Corporate Development and Strategic Partnerships Manager, San Francisco, United States, fulltime #jobs #jobseekers #careers #SanFranciscojobs #Californiajobs #ConsultingCorporateStrategy Apply: https://lnkd.in/gsfu7VYk At Vanta, our mission is to secure the internet and protect consumer data. We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it.As a Corporate Development and Strategic Partnerships Manager at Vanta, you will work closely with cross-functional leaders to drive corporate and strategic initiatives, analyze market activity and competitive dynamics, and source, evaluate, and execute strategic M&A and partnership opportunities.This position offers a great opportunity to work closely with leadership and internal cross-functional stakeholders to develop a strategy and help direct Vanta's growthThe Corporate Development and Strategic Partnerships team works closely with senior leadership to drive Vanta's strategy, identify and execute inorganic growth opportunities via M&A and strategic partnerships, particularly those focused on our products. Our mission is to strengthen, accelerate, and protect Vanta's competitive positions within various key markets.This role will work cross-functionally to identify strategic opportunities to accelerate our team's efforts related to revenue growth, international expansion, new market penetration, defensive partnerships, joint ventures, and M&A activity.What you'll do as a Corporate Development and Strategic Partnerships Manager at Vanta:Analyze and understand Vanta's strategic objectives, as well as industry trends to identify, recommend and pursue partnership and M&A activities with companies/technologies that can meet those objectives.Support strategic partnerships and acquisitions by playing the quarterback role across all elements of the deal including financial modeling, due diligence, and deal negotiations. This includes coordinating a multitude of internal teams across various stages of the process.Create strong personal networks within the industry and with management teams of potential partner/M&A targets.Develop new data-driven strategies and opportunities that are aligned with corporate objectives and that are supported by quantitative modeling.Assist in the negotiation of deal terms and key legal agreements.Manage due diligence processes with internal and external stakeholders.Work with the Head of Corporate Development and Strategic Partnerships to educate executives on new, innovative technology trends and markets, and recommend high-potential investments.Build relationships with internal cross-functional teams including Product, Engineering, Sales, Revenu

𝐂𝐚𝐧𝐝𝐢𝐝𝐚𝐭𝐞 𝐒𝐩𝐨𝐭𝐥𝐢𝐠𝐡𝐭: 𝐍𝐞𝐰 𝐁𝐮𝐬𝐢𝐧𝐞𝐬𝐬 𝐚𝐧𝐝 𝐂𝐥𝐢𝐞𝐧𝐭 𝐌𝐚𝐧𝐚𝐠𝐞𝐦𝐞𝐧𝐭 𝐏𝐫𝐨𝐟𝐞𝐬𝐬𝐢𝐨𝐧𝐚𝐥 We are excited to highlight a talented professional specializing in new business development, client management, and strategic partnerships within the technology sector. This results-driven individual has consistently demonstrated a knack for driving growth and building lasting relationships. 𝐊𝐞𝐲 𝐀𝐜𝐡𝐢𝐞𝐯𝐞𝐦𝐞𝐧𝐭𝐬: 𝐑𝐞𝐦𝐚𝐫𝐤𝐚𝐛𝐥𝐞 𝐏𝐢𝐩𝐞𝐥𝐢𝐧𝐞 𝐆𝐫𝐨𝐰𝐭𝐡: Successfully increased pipeline by 352% through strategic analysis and targeted outreach, showcasing a deep understanding of market dynamics. 𝐑𝐞𝐜𝐨𝐫𝐝 𝐒𝐚𝐥𝐞𝐬 𝐏𝐞𝐫𝐟𝐨𝐫𝐦𝐚𝐧𝐜𝐞: Implemented innovative go-to-market strategies, securing £6.1 million in license and services revenue, including the largest deal in the company’s history. 𝐌𝐮𝐥𝐭𝐢-𝐌𝐢𝐥𝐥𝐢𝐨𝐧 𝐑𝐞𝐯𝐞𝐧𝐮𝐞 𝐆𝐞𝐧𝐞𝐫𝐚𝐭𝐢𝐨𝐧: Directed efforts that resulted in over £12 million in license and services revenues while effectively managing multi-tier stakeholder accounts. 𝐂𝐚𝐫𝐞𝐞𝐫 𝐇𝐢𝐠𝐡𝐥𝐢𝐠𝐡𝐭𝐬: - Recently served as a Client Director, focusing on expanding managed service sales and enhancing client relationships across EMEA. - Played a pivotal role in restructuring sales processes and campaigns, leading to significant revenue growth for various organizations. 𝐂𝐨𝐫𝐞 𝐂𝐨𝐦𝐩𝐞𝐭𝐞𝐧𝐜𝐢𝐞𝐬: - Expertise in new business acquisition, client retention, and partnership development. - Strong communicator and negotiator, adept at building rapport with C-suite executives and key stakeholders. - Strategic thinker with a proven ability to craft impactful messaging and drive engagement through collaborative efforts. 𝐏𝐞𝐫𝐬𝐨𝐧𝐚𝐥 𝐏𝐡𝐢𝐥𝐨𝐬𝐨𝐩𝐡𝐲: This candidate is a firm believer in continuous improvement, viewing challenges as opportunities for learning and emphasizing the power of teamwork and constructive feedback in achieving shared goals. 𝐈𝐧𝐭𝐞𝐫𝐞𝐬𝐭𝐞𝐝 𝐢𝐧 𝐭𝐡𝐢𝐬 𝐜𝐚𝐧𝐝𝐢𝐝𝐚𝐭𝐞? If so, contact me NOW to learn more and explore the potential for collaboration! 🔗 #BusinessDevelopment #ClientManagement #CandidateSpotlight #RevenueGrowth #StrategicPartnerships

The CEO is not (always) the true decision maker. Let's use Champify as an example: 6 months ago we bought a new software product. This was AFTER I told my team I prefer not to work with this vendor. Why did I tell them that? Was I wrong? I told my team because this vendor evaluated Champify a few months prior and after winning over the potential implementers, end-users, and multiple touch points with the exec, they determined to work with a competitor based on: 1) them being a customer of the vendors solution 2) a few relationships between the exec team My team didn’t listen to me and I'm glad they didn't. The sales rep at this vendor went above and beyond to create outcomes for us during the sales process. He was: - An expert on the space - Worked with dozens of companies going through the same challenges - Coached and guides us outside of just their narrow solution - Challenging our teams’ thinking to help expand scope - Ran a super tight sales process where they proved value first and was patient during our process What's my point? The sales process matters A LOT! You can control more than you think. The best companies constantly think about how to deliver a 10x experience during the sales process and lean into it as a competitive differentiator. It was another good reminder that the entire buying committee matters... And the CEO might not be the “true DM”