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“To be, or not to be” is the famous opening phrase of the soliloquy given by Prince Hamlet in the “nunnery scene” of William Shakespeare’s play Hamlet (Act 3, Scene 1). In the speech, Hamlet contemplates death and suicide, bemoaning the pain and unfairness of life, but acknowledging that the alternative might be worse.
CROs, CSOs, Solution Consultants and Sales Ops leaders face myriad priorities in the best of times: hiring and retaining top talent, managing pipeline effectively, selecting the best sales tech stack and methodology, and engaging productively cross-functionally. In today’s landscape, marketing budgets and priorities are shifting dramatically, and remote hiring, on-ramping, and managing are new norms in a virtual environment, changing the stakes overnight. It’s more important than ever to enable critical sales skills for disruption and recovery.
In most organizations which procure services and solutions from external vendors, there exist “levels of approval” within the organization. For example, for many companies, Directors are often allowed to approve budget items that cost $50,000 or less, while Vice Presidents or CFOs are often required to approve all items that cost $100,000 or more. Of course, the amounts different titles can approve will vary by industry.
Marketing and sales teams operate under separate but related sets of objectives—marketing to drive awareness and bring as many high-quality leads to the top of the funnel as possible; sales to determine which of those leads are potential buyers and quickly and efficiently drive them through the funnel and close as many high-quality deals as they can.
Closing sales always takes longer than we would like, and sales often close for amounts lower than we would wish for. What if there were a predictable way to double deal sizes and close them in half the time?
Often, companies think they are on track for a customer renewing only to be surprised to discover the metrics they were managing to did not reflect reality. ValueCore CEO, Mike Genstil, speaks with Chris Beall and Corey Frank of the Market Dominance Guys about vanity metrics that can be misleading and a better way to ensure renewals stay on track.
One of the most impactful things you can do during the sales process is quantify your product’s value, or ROI (“Return on Investment”), to your customers. But, as always, there’s more than one way to make this happen. Are you using ROI as a pain killer or a vitamin in your sales process? Communicating your product’s ROI is an effective sales tool in any economic climate. During a boom phase, it might be more of a vitamin; you can leverage it to strengthen and build your case for implementing your product or service.
It is vital to communicate value to your prospects in a concise way. Why is this so important? According to Gartner’s March 13, 2020 paper, the second most valuable content to B2B buyers is Value Assessment tools. These tools offer a very effective way to showcase your value.
There isn’t a proven methodology or class to attend that teaches you how to sell in a world where 30 million Americans have filed for unemployment between mid-March and April 30. Marketing budgets have been hacked – in some cases by 70% or more, as we have learned firsthand from some of our customers in Silicon Valley.
Deploy interactive ROI tools across
your funnel—without slowing down your team
From lead capture to QBRs, ValueCore helps you launch ROI tools where they’ll have the most impact—without adding overhead. Want expert help mapping it out?
