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3 key lessons when embarking on ABM. 1️⃣ 𝐓𝐫𝐚𝐧𝐬𝐢𝐭𝐢𝐨𝐧𝐢𝐧𝐠 𝐟𝐫𝐨𝐦 𝐭𝐫𝐚𝐧𝐬𝐚𝐜𝐭𝐢𝐨𝐧𝐚𝐥 𝐬𝐞𝐥𝐥𝐢𝐧𝐠 𝐭𝐨 𝐀𝐁𝐌 𝐫𝐞𝐪𝐮𝐢𝐫𝐞𝐬 𝐬𝐢𝐠𝐧𝐢𝐟𝐢𝐜𝐚𝐧𝐭 𝐜𝐡𝐚𝐧𝐠𝐞𝐬 𝐢𝐧 𝐬𝐚𝐥𝐞𝐬 𝐬𝐤𝐢𝐥𝐥𝐬, 𝐩𝐫𝐨𝐜𝐞𝐬𝐬𝐞𝐬 𝐚𝐧𝐝 𝐦𝐢𝐧𝐝𝐬𝐞𝐭. Pre-chewing insights for sales and providing focused training on managing multi-stakeholder deals is critical for success. 2️⃣ When adopting ABM, 𝐦𝐚𝐫𝐤𝐞𝐭𝐢𝐧𝐠 𝐧𝐞𝐞𝐝𝐬 𝐭𝐨 𝐠𝐞𝐭 𝐡𝐲𝐩𝐞𝐫-𝐟𝐨𝐜𝐮𝐬𝐞𝐝 𝐨𝐧 𝐰𝐡𝐢𝐜𝐡 𝐬𝐩𝐞𝐜𝐢𝐟𝐢𝐜 𝐩𝐞𝐫𝐬𝐨𝐧𝐚𝐬 𝐚𝐧𝐝 𝐮𝐬𝐞 𝐜𝐚𝐬𝐞𝐬 𝐭𝐨 𝐭𝐚𝐫𝐠𝐞𝐭 𝐟𝐢𝐫𝐬𝐭 𝐚𝐭 𝐭𝐚𝐫𝐠𝐞𝐭 𝐚𝐜𝐜𝐨𝐮𝐧𝐭𝐬. Providing sales with a laundry list of personas without prioritization leads to confusion. 3️⃣ 𝐄𝐱𝐞𝐜𝐮𝐭𝐢𝐯𝐞 𝐚𝐥𝐢𝐠𝐧𝐦𝐞𝐧𝐭 𝐢𝐬 𝐤𝐞𝐲 𝐰𝐡𝐞𝐧 𝐬𝐡𝐢𝐟𝐭𝐢𝐧𝐠 𝐭𝐨 𝐀𝐁𝐌. The initiative needs support from the top, but it's best to start with a focused pilot with one core team to prove value before expanding to a broader rollout. Walk before you run. What have you learned about ABM?

Good vs Great Sales Enablement: Good Sales Enablement: - Asks sales leaders what they need/responds to sales leaders' requests - builds a plan to resolve - Builds content that is well-received - Tracks content completion or attendance Great Sales Enablement: - Regularly looks & analyzes the same reports as sales leadership - Conducts a listening tour, (watches calls) and in-person interactions with reps and managers - Builds a hypothesis that combines data with insights from the listening tour - Anticipates and proposes solutions to potential problems to sales leaders - Collaborates with leaders on content creation and accountability reporting - Executes on plan & reports out on impact ✨ What else could we add to this list?

Executive presence isn’t just for the C-Suite—it’s showing you’re an expert on your products, empowering sales teams to: 🔹 Establish trust & credibility 🔸 Navigate tough decisions 🔹 Influence decision-makers 🔸 Overcome objections 🔹 Stay agile Want to learn more about navigating this road to confidence? Click here: https://hubs.li/Q02-3k7D0

Sales Enablement Playbook Sales enablement is the art and strategy of making it easy for the right client to do business with our company. Cross Organization Collaboration Measuring And Increasing Success Long Term Strategy And Planning Grab the living document here (Updates Weekly) https://lnkd.in/eDCxrAAH

Series on Marketing Mistakes #3: The Sales-Marketing Divide. A common oversight in many organizations is the failure to align sales and marketing efforts. This misalignment can lead to missed opportunities and inefficiencies. By fostering open communication, regular strategy meetings, and shared goals—focusing on lead quality and understanding buyer pain points—we can significantly enhance performance. Let's discuss strategies for effective alignment. #SalesMarketingAlignment #StrategicUnity #LeadGeneration

Drum roll pls 🥁 ......! After two decades of dedicated research and refinement, we're thrilled to unveil a more modern buyer-centric sales methodology - The 'Insight to Value™' revenue model! An end-to-end support system to help you: -Discover Insights for Improved Messaging -Build Pipeline with a Modern Prospecting System -Redesign Discovery Meetings for Maximum Impact -Overcome Buyer Indecision -Arm Customer Success Managers and AMs to drive Expansion and Cross-Sell -Align Sales, Marketing, and Success in a Unified Go-to-Market Motion Our programs are customized to your business and include training, external expert 1-on-1 coaching and tools. Key Training Programs: ☑ Conversation Management ☑ Opportunity Management ☑ Pipeline Management ☑ Territory Management *We also provide a Manager Coaching program to reinforce all these areas Interested to learn more? Let's chat about how the Insight to Value revenue model can elevate your sales game. #SalesTransformation #InsightToValue #SalesLeadership

What's Insight Revenue about?, is the question we've been getting Here's our take Current approaches tend to either emphasize the how (skills to demonstrate) or the what (accomplishing various steps) Our perspective is that sellers need an end-to-end method that combines both and that respects the way business currently happens To that end, here's our CEO, 🧭Zachary Gropper's, take on things Drop us a note, we'd love to see if we can elevate your sales game with our methodology

One of the good ones is now offering his expertise independently…

Feedback is a powerful thing and in sales, feedback helps identify strengths and uncover opportunities for growth. Each year, Richardson completes our Annual Selling Challenges Research Study where sellers, sales managers, and sales enablement professionals tell us about the top challenges they're facing today. These published results have become a backbone of information many companies rely on as they prioritize future opportunities for their own sales organizations. Want to join the conversation? Take a moment to participate by clicking the survey link in the comments below. Results will be delivered to you upon study completion. If you're a sales, sales enablement, or learning leader and would like to receive a company-specific report, simply send me a DM and I'll get you setup.

🚀 Introducing Decisive Moments! 🚀 Did you know that despite having great products, the majority fail in the market? Why? Because creating a successful product isn't just about its features—it's about crafting a compelling value proposition and a structured go-to-market plan that resonates with every stakeholder in the sales cycle. Providing differentiation that matters. Having worked in the IT industry for 30 years, I understand the importance of clear, concise, and value-driven propositions. I want to help organisation build robust go-to-market strategies that deliver tangible value to customers, partners, and their internal teams. Focusing effort in the right places, with the right customers, where value can be achieved, reduces the time to value for customers by shortening the sales cycle and simplifying the buying decision. Customer Value Propositions Matter: Our mission is to help you build value propositions that stand out in the market. We believe in creating propositions that are clear, concise, and with distinct value and differentiation compared to alternatives. Partnerships That Drive Success: Routes to market, such as distribution and resellers, play a crucial role. We work with you to craft joint propositions and enablement plans that align with your partners' goals, ensuring mutual success. Empowering Internal Teams: Your sales and technical teams are your first customers. We provide them with the confidence and frameworks they need to position your offerings, driving customer success, engagement and loyalty. Our Services Include: - Crafting Customer and Partner value propositions. - Creating joint value propositions between partners and vendors. - Enablement plans for internal and external, sales and technical teams - KPI frameworks to measure and optimize performance Let's create decisive moments together! Reach out today to schedule a conversation. www.decisive-moments.co.uk #DecisiveMoments #GoToMarketStrategy #ValuePropositions #PartnerPropositions #ChangeControl #Reseller #DeliveringValue #BusinessSuccess #LaunchDay #Enablement #EffectiveEnablement #PartnerPropositions #Changecontrol #DeliveringValue