Category: Blog
Home / Blog /
Jul
10
Aligning Sales and Marketing to Drive Results

The end of a quarter/half year is always a time for reflection – this has never been truer than the end of Q2, 2020. The biggest thing that hit me as I was reviewing the past quarter’s accomplishments was just how much has changed in such a short time.  In March, clients were completely uncertain.  We were having daily discussions with clients that included questions like:

  1. Should we reduce our forecast for the quarter to 0? What about the rest of our year?
  2. We had 3 big events this quarter that were going to drive our leads, what do we do now?
  3. How do we need to re-think our organization and structure?
  4. What will we do now that we can’t meet with customers and prospects in person?

Read More

Jun
01
Leading vs. Managing a Sales Team

In every sales organization there are leaders and there are managers, however, the key differences between the two and when to apply leadership or management skills (or both) is often misunderstood. In the current environment, it is more important than ever to find the right balance between leading and managing your sales team. Many organizations are struggling to find this balance which is why we decided to revisit a panel discussion we had at an Atlanta Sales Leadership Community. During the meeting we got valuable insight from sales executives from BetterCloud, Ricoh Americas, and TransUnion on the topic of ‘Leading vs. Managing’ and what every sales leader should know.

 

Read More

May
28
The ‘Who’s Who’ You’re Underestimating in the Buying Cycle

When dealing with a complex account, every good seller will ask themselves this critical question… Who are the key players in the purchasing decision? The answer, unfortunately, is rarely as simple as it may seem. In today’s selling environment, there are a multitude of influences that affect purchase decisions within an organization. With widespread shifts in titles and organizational structures, it can be challenging to figure out how they all fit together and who the key players might be.  

Increasingly, sellers are feeling the pressure to identify and understand the roles of anyone and everyone that could impact the purchase decision. At a Chicago Sales Leadership Community event, we sat down with sales executives from Prolifiq, Softchoice, and IRI to hear their thoughts on the issue. Here are the tips we gathered to help you win your next deal.

 

Read More

May
18
Customer Success + Sales Alignment = The Key to Accelerated Growth

The following piece is a collaboration between John Thackston of SOAR Performance Group and Tony Smart, Head of Services and Strategic Advisory at Gainsight.

While spending time with c-level executives across a broad range of companies over the past two months, three truths have become abundantly clear:

  1. Everyone has re-written their forecasted plan for the year.
  2. A huge majority are reducing their planned net new business sales, in some cases by as much as 80-90%.
  3. The majority of planned growth is now expected to come from the existing customer base.

With these three truths in mind, executives are also coming to a stark realization.

Read More

Apr
02
4 Things on the Sales Leader’s Mind

With the Coronavirus having brought business as usual to a halt, we have had a number of conversations with revenue leaders across the Sales Leadership Communities that we support.  Four topics that have been recurring themes are:

Read More

Processing...
Thank you! Your subscription has been confirmed. You'll hear from us soon.
Join the SOAR mailing list to be notified of events, news, blog posts and podcasts!
ErrorHere