sales alignment Archives - SOAR Performance Group

Articles Tagged with: sales alignment

October 20, 2022

Episode 44: Who Owns the Pipeline? Marketing and Sales Leaders Teaming Together to Drive Results

Who Owns the Pipeline? (A Sales Leadership Community Panel Discussion Hosted by the Atlanta Chapter)

Senior executives share their perspectives about pipeline ownership of opportunities with customers and prospects. The discussion covers their views on different aspects of the pipeline including:

Who really has accountability for and owns the pipeline?
What is the role of marketing in driving pipeline quantity, quality, and velocity?
What is the role of sales in driving pipeline quantity, quality, and velocity?
How are marketing and sales teaming together to drive pipeline quantity, quality and velocity?
What is the ideal (or preferred) size and shape of the pipeline?

The host for the meeting was the Atlanta Chapter of the Sales Leadership Community with support from Georgia State University and SOAR Performance Group.

Download the recording or listen online:

July 10, 2020

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:

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

May 28, 2020

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.

May 18, 2020

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:

Everyone has re-written their forecasted plan for the year.
A huge majority are reducing their planned net new business sales, in some cases by as much as 80-90%.
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.

Episode 44: Who Owns the Pipeline? Marketing and Sales Leaders Teaming Together to Drive Results

Who Owns the Pipeline? (A Sales Leadership Community Panel Discussion Hosted by the Atlanta Chapter)

Download the recording or listen online:

Aligning Sales and Marketing to Drive Results

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

Customer Success + Sales Alignment = The Key to Accelerated Growth

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