Are We Really Ready To Make The Change?
Change management around sales transformation is often more challenging and complex than anticipated. Don’t learn all the lessons for the first time.
1) Should we move from managing and tracking the business by revenue to managing by bookings? How hard is that?
2) How do we move from selling products or services one-off towards a subscription model?
3) How do we best integrate two different sales organizations?
Is Our Sales Approach Costing Us Business?
²53% of customer loyalty is driven by the sales experience and not your brand, products, service or other factors.
²One sales approach is 4.5 times more likely to drive high performance.
²Buyers only engage with suppliers when they are 57% through the sales process and then focus heavily on price
Have I embedded these learnings in my business?
Do Our Digital Efforts Stop Sales Closing Business?
B2B customers are still engaged in digital learning even at the closing stage of deals. In fact, ¹83% of buyers are still using digital channels even in late stages of the purchase cycle.
Do our prospects find what they need to support what our salespeople pitched when they visit our website?
Conventional thinking about digital and sales interaction has changed …
Are We Really Ready To Make The Change?
Change management is often more challenging and complex than anticipated. Don’t learn all the lessons for the first time.
1) Should we move from managing and tracking the business by revenue to managing by bookings? How hard is that?
2) How do we move from selling products or services one-off towards a subscription model?
3) How do we best integrate two different sales organizations?
Is Our Sales Approach Costing Us Business?
²53% of customer loyalty is driven by the sales experience and not your brand, products, service or other factors.
²One sales approach is 4.5 times more likely to drive high performance.
²Buyers only engage with suppliers when they are 57% through the sales process and then focus heavily on price.
Have I embedded these learnings in my business?
Do Our Digital Efforts Stop Sales Closing Business?
B2B customers are still engaged in digital learning even at the closing stage of deals.
In fact, 83% of buyers are still using digital channels even in late stages of the purchase cycle.
Do our prospects find what they need to support what our salespeople pitched when they visit our website?
Conventional thinking about digital and sales interaction has changed …
What Help Do You Need?
The topics above are examples of sales transformation challenges being faced by your peers. If you need help on these or other sales structure or operations questions, don’t just add it to your to-do list. Learn more with no-obligations …
The topics above are examples of sales transformation challenges being faced by your peers. If you need help on these or other sales support or operations questions, don’t just add it your to-list. Learn more with no obligations …
¹ Gartner for Sales Leaders; ² Challenger Inc
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Corporate Excellence?
- ~ 10 Years of Executive Committee leadership at NYSE and LSE listed companies
- ~ 20 Years of P&L leadership roles primarily as GM or COO
- Broad experience in scaling organisations for growth and international expansion
- Wide exposure across all sales, marketing and service roles
- Over $4.3bn of exit & over $1bn of acquisition experience
- Experience of and success in both high growth and turnaround situations in the $30m - $1bn space
Certified Advisor & Partner – Challenger Inc
Why Trust
Corporate Excellence?
- ~ 10 Years of Executive Committee leadership at NYSE and LSE listed companies
- ~ 20 Years of P&L leadership roles primarily as GM or COO
- Broad experience in scaling organisations for both growth and international expansion
- Wide exposure across customer facing and corporate support functions
- Over $4.3bn of exit & over $1bn of acquisition experience
- Experience of and success in both high growth and turnaround situations in the $30m - $1bn space
Certified Advisor – Challenger Inc