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October 3, 2013
4 Ways to Get More Value From Your CRM Implementation

I was participating in a roundtable discussion with several business owners the other day and the topic of CRM systems came up. Every single person at the table let out a unanimous groan and immediately commented on how difficult the systems were to manage. Even more troubling for the group was that they had not seen any real increase in sales as a result of implementing the CRM systems. I found this discussion to be very interesting because despite these businesses varying in size from a few million to hundreds of millions in revenue, I have had the exact same conversation with Fortune 500 sales executives.

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September 23, 2013
Top Sales Hunters Understand the Buying Team and Process to Increase New Account Sales

Welcome back to our series on best practices of top account acquisition sales reps. In this post, we share the fifth best practice as discovered through interviews with top account acquisition reps. Best practice 5 is that top sales hunters clearly understand the buying team and buying process for their target accounts.

Having a differentiated and compelling value proposition is critical for winning new accounts. Top hunters recognize that a strong value proposition by itself is not enough. As one of the top hunters said, “I am always working to understand how the customer is going to buy. I focus on figuring out who will be involved in the decision, how they will make the decision and how everyone will be involved in the process.” As we spoke with additional top hunters it became clear that there were two key things that they focused on understanding when working to win new logos:

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September 13, 2013
4 Key Trends in Sales Force Effectiveness

We have all heard that markets, customers and our sales environment are changing. Buying behaviors are changing. Customers are changing. Expectations inside the sales organization are changing due to the growing Millennial Sales Force. The ability to be flexible and readily adapt to change is a critical capability to ensure the effectiveness of your sales strategy. This morning, the Atlanta Chapter of the Sales Management Association quarterly breakfast addressed the topic of “Key Trends in Sales Force Effectiveness”.

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August 23, 2013
SOAR Strategic Opportunity Execution
What would it mean to your business if you increased your win rate for strategic opportunities?

How much would your revenue increase if you won 5% more Strategic Opportunities? How about 10% more? Many sales organizations have recognized that the gain would be very significant, and have tried to address this through a variety of opportunity planning methodologies. However, the traditional approach ignores a very important fact: Opportunity planning doesn’t increase your win rate, Strategic Opportunity Execution does.

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August 23, 2013
SOAR Strategic Account Execution

What would the impact be of growing revenue from your strategic accounts?

Most strategic account programs focus on complex account planning processes, but growth in Strategic Accounts doesn’t come only from planning, it comes from execution. This gap may explain why a recent survey of Corporate Executive Board members found that 41% of respondents were considering restructuring their Strategic Account Programs.1 SOAR Performance Group believes that Strategic Account Programs must focus on execution in order to be successful. Our approach focuses on enabling growth in Strategic Accounts by:

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