Measurement Matters: How to Set the Right KPIs for Your Startup
Listen to a conversation with CEO John Thackston on the Extraordinary Pursuits Podcast by BIP Ventures.
Cold Ones Podcast: Navigating Market Shifts with John Thackston
Listen to a conversation with CEO John Thackston on the Cold Ones podcast.
“In Episode 19 of the COLD ONES Podcast, we delve into the shifting demands of the industry and explore best practices to adapt with John Thackston, CEO of SOAR Performance Group. He tackles a burning question: Is outbound sales really on its deathbed? 🛌 Short answer…Not so fast! 🌟
Ask These Five Questions to Improve Your Value Articulation and Differentiation
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 growth. Now, the pendulum has swung to profitability and efficiency.
- Champion disruption – reorganization and layoffs have displaced many of the champions who were so effective at articulating our value when we weren’t in the room.
- Competition – as one CRO told me recently, it feels like there are 20 competitors in every deal. If we can’t credibly articulate our differentiation early on, we are done.Â
Additionally, there is the issue of a generation of sellers who have come of age in a predominantly growing market. When combined with the overall industry pressures, this creates a major challenge for organizations trying to make their number.Â
Does this all sound familiar?
As we enter a new year, kickoff is a great time to ensure that our revenue generating teams are all aligned on a high impact, buyer centric conversation.Â
4 Keys to Equip CSMs to Succeed
In 2023, Customer Success Managers are stuck between the often opposing priorities of customers and companies. Customers are scrutinizing budget, spend and value more than ever, while companies are prioritizing renewal and expansion revenue. This leaves CSMs navigating many expectations from various directions.Â
How can your organization equip your CSMs to succeed in this environment? Keep reading for four keys from a recent webinar with John Thackston, CEO at SOAR Performance Group, Easton Taylor, VP of Customer Success at Gainsight, and Andy Thompson, AVP Consulting & Client Success at Recorded Future.
Three Keys to Successfully Lead Through Uncertain Times
The past few years have brought great uncertainty to both our personal and professional lives—from the fallout of the pandemic to the current volatile economic environment due to record levels of inflation. The heightened uncertainty in the workplace has posed a challenge to sales leaders; however, uncertainty is not limited to a pandemic or economic environment. Sales leaders will find themselves leading through uncertainty throughout their careers, during times of restructuring, acquisition, leadership changes in the company, or changes in products and technology, to name a few.
Sales leaders of the Atlanta Sales Leadership Community recently asked: how can a sales leader successfully lead through times of uncertainty?
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