In my conversations with chief revenue officers (CROs), a recurring theme is emerging. They tell me: “John, we just aren’t effectively articulating our value and differentiation.” While this has long been a challenge for sales leaders, several macro forces have accelerated this issue: Corporate priorities shifting – for many years the focus was on…
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…
As a sales leader, how do you know when your sales coverage model needs a change? Then, how do you implement that change? At a previous Sales Leadership Community meeting, a panel of sales leaders from Amazon, TransUnion, Lenovo, and SOAR Performance Group shared suggestions for determining and changing your sales coverage model. Continue reading…
The April 22 panel discussion hosted by the Chicago Chapter of the Sales Leadership Community was a tremendous success. At this live event, the panel of senior executives shared insights, perspectives, and experiences on “Operationalizing Outcome-Based Selling”. During the discussion, panelists commented on the journey to realize results from focusing sales and customer success efforts on operational…