sales leader Archives - SOAR Performance Group

Articles Tagged with: sales leader

October 8, 2024

eBook: Creating Value For Your Buyers

Why does your organization need a sales methodology?

Why should you consider using our sales methodology in your organization?

This 50 page eBook presents the SOAR Value Creation Selling Methodology. We have outlined the key processes, tools, and skills needed for your sellers to engage more effectively with buyers, creating value with every buyer interaction.

From a quantitative perspective, organizations that have deployed Value Creation Selling have seen increases in sales performance between 10-20%. Through an independent study conducted by a SOAR client, this represented over $200,000 per sales rep.

On the qualitative side, the SOAR Value Creation Selling Methodology will allow your sellers to differentiate themselves from other sellers. According to Forrester, a leading customer focused research firm, 83% of executives perceive that sales professionals do not understand their business. Our methodology ensures your sellers are not part of that 83%.

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 to drive breakthrough growth within your account base.

Why Customer Growth is Critical

Pre-economic downturn, the focus was on opportunity execution. At SOAR, we have determined four reasons for an increasing focus on customer growth and retention among our clients post-economic downturn:

1. Changes in buyer behavior.

Sales cycles are currently 20-30% longer for net new logos than a few years ago, partially due to increased business case scrutiny among potential buyers. So, renewing with current customers is quicker and easier than chasing new logos.

2. Economic advantages of expansion.

When selling to current customers, there is a 5x lower cost and 30% higher win rate than selling to new customers, according to TSIA.

3. Impact on Net Revenue Retention (NRR) and Lifetime Value (LTV).

Without an effective expand motion, NRR hits a ceiling. According to TSIA, customers that expand before renewal renew at a 78% higher rate than those that don’t.

4. NRR drives valuation.

According to Gainsight, NRR has the highest correlation with valuation of any other metric.

As you can see, expanding within your existing account base is easier and more cost effective in the current environment than chasing net new logos. Now that we’ve covered why you should focus on growing your existing accounts, let’s talk about how to grow your existing accounts.

December 13, 2023

3 Practical Ways to Optimize Account Growth

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 can make to optimize growth in both new and existing accounts, based on insights shared from a recent panel discussion hosted by the Sales Leadership Community.

October 25, 2023

Revenue Kickoff Events: Catalyst or Catastrophe?

Do you believe Revenue Kickoff (RKO) events are a critical catalyst for a great sales year?

Most revenue leaders see RKO as an opportunity to: celebrate successes in the prior year, set the direction for the coming year, learn and upskill, and build relationships.

With such positive intent, why are so many RKO events letdowns?

At SOAR, we’ve had the privilege of participating in so many kickoff events we have lost count! We have experienced everything from an event with thousands of sellers at the Bellagio in Las Vegas to an event with twelve sellers at their headquarter office. We always love the opportunity to support our customers at RKO. However, we have seen some things that work better than others.

With that in mind, we would like to offer 9 stumbling blocks to a successful RKO event, with practical tips to ensure your RKO event catapults you toward success in the new year.

July 21, 2023

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.

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.

eBook: Creating Value For Your Buyers

3 Steps to Drive Breakthrough Growth Within Your Account Base

3 Practical Ways to Optimize Account Growth

Revenue Kickoff Events: Catalyst or Catastrophe?

4 Keys to Equip CSMs to Succeed

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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

Events

Webinar: Driving Value Realization Through Onboarding

Sales Analytics and AI

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

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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