In this episode, John Thackston, CEO of SOAR Performance Group, hosts Carl Herman, Director of Executive Education for The Stephen Stagner Sales Excellence Institute at University of Houston. Carl shares
ENGAGE DIFFERENTLY
Buyer behavior is changing at an accelerated pace. These changes are driving new requirements for organizations to engage differently. Research from organizations like Gartner, TSIA and the Sales Leadership Community are showing:
- Buyers are 50-75% through their evaluation process before engaging with sales teams
- 70% of organizations are experiencing growth in revenue from subscription based offers
- 62% of organizations are experiencing a decline in revenue from product based offers
Buyers
Teams
Leaders
In order to effectively differentiate, win, and grow in this environment, organizations must engage differently across their buyers, teams, and leaders.
Recent research from TSIA has shown that organizations with an engagement model aligned with their customers that leverage value based engagement principles have 39% greater return on effort across their sales and customer success teams.
This means organizations that aren’t engaging differently are,
- Suffering from reduced business performance
- Losing in their market by creating poor customer experience
- Experiencing inefficiency with their customer facing teams
Organizations that Engage Differently are able to
Accelerate Revenue Growth
Elevate Team Performance
Pivot Go To Market
Outcomes achieved by SOAR clients through Engaging Differently
- Accelerating growth rates by as much as 30% year over year
- Reducing net churn by more than 20%
- Increasing customer adoption by more than 22%
- Saving over $1million through improved hiring and ramping of new sales team members
Land
ADOPT
EXPANd
RENEW
Engaging Differently impacts the full lifecycle, from landing new customers, driving adoption of solutions, expanding existing accounts and renewing/retaining customers. SOAR can help you Engage Differently to address problems like :
- Elongated Sales Cycles
- Increasing Churn/Downsell
- Pressure on Deal Sizes
- Decreasing Renewal Rates
Differentiate, Win, and Grow
GROW SHARE OF WALLET
WITH TOP ACCOUNTS
How SOAR helped a medical diagnostics company increase share of wallet and generate incremental opportunities.
ACCELERATING RETENTION
& Growth for Achieve3000
Learn how SaaS edtech provider Achieve3000 partnered with SOAR to drive a $7 million improvement in retention.
DRIVE
GROWTH
IN STRATEGIC INNOVATION PRODUCTS
How SOAR helped a technology company drive growth in strategic innovation products.
In this blog, based on a webinar with SOAR and People.ai, learn why customer growth is critical in the current market and how your team can prioritize, plan, and execute
A challenging market in recent years has caused many companies to reconsider how they balance new account acquisition with existing customer expansion. Keep reading for 3 practical shifts your organization
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