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Articles Tagged with: growth

August 19, 2020

Houston Sales Leadership Community Virtual Meeting – Customer Success as a Growth Engine and Growth Accelerator

The October 16th virtual meeting of Houston Sales Leadership Community included a great discussion.

The topic for the meeting was “Customer Success as a Growth Engine and Growth Accelerator”. The panel of senior executives from the community shared insights and perspectives on the role of their customer success organization as a growth engine and growth accelerator. The meeting provided ideas, approaches, and actions to help your organization ascend to new heights of revenue performance. Hosts for the meeting included the Stephen Stagner Sales Excellence Institute, the University of Houston and SOAR Performance Group.

August 19, 2020

Atlanta Sales Leadership Community Virtual Meeting – Moving from Product Sales to Solution and Outcome Sales

The October 9th virtual meeting of the Atlanta Sales Leadership Community was a fantastic success.

The topic for the meeting was “Moving from Product Sales to Solution and Outcome Sales”. Buyers are increasingly making purchase decisions based on potential business outcomes and value. At this live event, senior executives from the community shared insights and perspectives on how their companies are transforming their sales organizations to meet the expectations of today’s buyers. The meeting provided ideas, approaches, and actions to help your organization ascend to new heights of sales performance. Hosts for the meeting were Georgia State University and SOAR Performance Group.

July 13, 2020

Re-Start Your Growth Engines: XaaS & Your Existing Customers – Webinar

Subscription and XaaS offers are clearly powering the growth of the technology industry (and even other industries). The best way to achieve profitable growth in Subscription models is by driving more revenue from your existing customers, and aggressively migrating them to your subscription and hybrid offers. The strategy, methods and tactics required to grow existing customers in subscription models are very different than the ones required under the traditional transactional approach to selling technology. You’ll need to have a plan to migrate your customers to your new offerings, and grow them once they get there.

July 10, 2020

Aligning Sales and Marketing to Drive Results

The end of a quarter/half year is always a time for reflection – this has never been truer than the end of Q2, 2020. The biggest thing that hit me as I was reviewing the past quarter’s accomplishments was just how much has changed in such a short time. In March, clients were completely uncertain. We were having daily discussions with clients that included questions like:

Should we reduce our forecast for the quarter to 0? What about the rest of our year?
We had 3 big events this quarter that were going to drive our leads, what do we do now?
How do we need to re-think our organization and structure?
What will we do now that we can’t meet with customers and prospects in person?

June 1, 2020

Leading vs. Managing a Sales Team

In every sales organization there are leaders and there are managers, however, the key differences between the two and when to apply leadership or management skills (or both) is often misunderstood. In the current environment, it is more important than ever to find the right balance between leading and managing your sales team. Many organizations are struggling to find this balance which is why we decided to revisit a panel discussion we had at an Atlanta Sales Leadership Community. During the meeting we got valuable insight from sales executives from BetterCloud, Ricoh Americas, and TransUnion on the topic of ‘Leading vs. Managing’ and what every sales leader should know.

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Houston Sales Leadership Community Virtual Meeting – Customer Success as a Growth Engine and Growth Accelerator

The October 16th virtual meeting of Houston Sales Leadership Community included a great discussion.

Atlanta Sales Leadership Community Virtual Meeting – Moving from Product Sales to Solution and Outcome Sales

The October 9th virtual meeting of the Atlanta Sales Leadership Community was a fantastic success.

Re-Start Your Growth Engines: XaaS & Your Existing Customers – Webinar

Aligning Sales and Marketing to Drive Results

Leading vs. Managing a Sales Team

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How SOAR Helped Gainsight Enable Their CSMs to Improve Retention, Expansion, and ROI

3 Steps to Drive Breakthrough Growth Within Your Account Base

3 Practical Ways to Optimize Account Growth

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Sales Analytics and AI

Executive Panel Discussion: Planning for Growth in 2024 – Balancing New Account Acquisition and Existing Customer Expansion

Recording of Gainsight Pulse Conference: Key Skills CSM Teams Need to Succeed in 2023

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Measurement Matters: How to Set the Right KPIs for Your Startup

Cold Ones Podcast: Navigating Market Shifts with John Thackston

Sales Analytics and AI