‘This deal is a must win’ – is a term that more and more leaders of commercial organizations will hear or say in Q4. Knowing which deals are ‘must win’ is important, but more important is understanding ‘how’ to win your must win deals. In our work with both the worlds largest technology organizations and many of the fastest growing, we have had the opportunity to work with sales, customer success and account management teams on those critical opportunities through our Must Win Deal Acceleration Program. We have seen first hand what works and what doesn’t. Here are the 3 things that you need to do if you want to win your must win opportunities this year:
The October 23rd virtual meeting of the Chicago Sales Leadership Community was a big success!
The topic for the meeting was “The Sales Leader’s Role in Driving Innovation with Customers”. Senior executives from the community shared insights and perspectives on the sales leader’s role in driving innovation with customers. The meeting offered many ideas, approaches, and actions to help your organization improve their customer engagement and ascend to new heights of sales performance. Hosts for the meeting were DePaul University’s Center for Sales Leadership and SOAR Performance Group.
The October 16th virtual meeting of Houston Sales Leadership Community included a great discussion.
The topic for the meeting was “Customer Success as a Growth Engine and Growth Accelerator”. The panel of senior executives from the community shared insights and perspectives on the role of their customer success organization as a growth engine and growth accelerator. The meeting provided ideas, approaches, and actions to help your organization ascend to new heights of revenue performance. Hosts for the meeting included the Stephen Stagner Sales Excellence Institute, the University of Houston and SOAR Performance Group.
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.
Episode 20: How Sales Leaders Are Addressing Changes in Customer Buying Behavior https://is.gd/VA5qJU #buyingexperience #growth #leadership #operations #podcast #salesleadershipcommunity #transformation
Communicating the Customer Value Created is Key 5 in a Sales Leader’s Guide to Selling Value https://is.gd/EPLX1r #effectiveness #process #valueselling