opportunity Archives - SOAR Performance Group

Articles Tagged with: opportunity

October 20, 2022

Episode 44: Who Owns the Pipeline? Marketing and Sales Leaders Teaming Together to Drive Results

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 marketing in driving pipeline quantity, quality, and velocity?
What is the role of sales in driving pipeline quantity, quality, and velocity?
How are marketing and sales teaming together to drive pipeline quantity, quality and velocity?
What is the ideal (or preferred) size and shape of the pipeline?

The host for the meeting was the Atlanta Chapter of the Sales Leadership Community with support from Georgia State University and SOAR Performance Group.

Download the recording or listen online:

April 8, 2022

Episode 42: Evolution to Enterprise Selling – Transitioning Your Sales Motion

Senior executives share their perspectives about “Evolution to Enterprise Selling: Transitioning Your Sales Motion”.

Speakers:

Bobby Goodman from NavigatorCRE (Senior Vice President of Growth)
Jim Murphy from Gainsight (Senior Vice President of Enterprise Sales)
Frank Tumminia from QGenda (Vice President of Sales)
John Thackston from SOAR Performance Group (Vice President of Business Development)

The discussion covers their views on different aspects of enterprise selling including:

February 18, 2022

Episode 40: Moving From Opportunity-Focused Selling To Account-Based Selling

At this event, the panel of senior executives shared insights, perspectives, and experiences on the differences between opportunity-focused selling and account-based selling. During the discussion, panelists commented on the people/roles involved plus engagement approaches necessary to be successful.

Host for the meeting was the Chicago Chapter of the Sales Leadership Community with support from DePaul University’s Center for Sales Leadership and SOAR Performance Group.

December 17, 2021

Moving From Opportunity-Focused Selling to Account-Based Selling – Sales Leadership Community Meeting Hosted by Chicago Chapter

The February 11th virtual meeting of the Sales Leadership Community hosted by the Chicago Chapter was a great event.

The topic for the meeting was “Moving From Opportunity-Focused Selling to Account-Based Selling”. At this event, the panel of senior executives shared insights, perspectives, and experiences on the differences between opportunity-focused selling and account-based selling. During the discussion, panelists commented on the people/roles involved plus engagement approaches necessary to be successful.

This virtual meeting included 60 minutes of panel discussion plus 30 minutes of virtual networking. Attendees left the meeting with ideas, approaches, and actions to help organizations more effectively engage whether the focus is opportunity-based or account-based.

Host for the meeting was the Chicago Chapter of the Sales Leadership Community with support from DePaul University’s Center for Sales Leadership and SOAR Performance Group.

May 28, 2020

The ‘Who’s Who’ You’re Underestimating in the Buying Cycle

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 44: Who Owns the Pipeline? Marketing and Sales Leaders Teaming Together to Drive Results

Who Owns the Pipeline? (A Sales Leadership Community Panel Discussion Hosted by the Atlanta Chapter)

Download the recording or listen online:

Episode 42: Evolution to Enterprise Selling – Transitioning Your Sales Motion

Episode 40: Moving From Opportunity-Focused Selling To Account-Based Selling

Moving From Opportunity-Focused Selling to Account-Based Selling – Sales Leadership Community Meeting Hosted by Chicago Chapter

The February 11th virtual meeting of the Sales Leadership Community hosted by the Chicago Chapter was a great event.

The ‘Who’s Who’ You’re Underestimating in the Buying Cycle

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