Insight Revenue

Want to know the secret to getting a buying group to select a higher quality solution? It's really all about building a 'Customer Value Roadmap'. We all know the challenge - convincing unwieldy buying groups invest a top-tier solution, not just the easiest or cheapest one. It can be can feel like an impossible missions these days. If they don't end up with "No Decision", they settle for "Good Enough". For almost 20 years, Timur Hicyilmaz and I have been focused on understanding what makes top performers so much more effective and also studying how buying groups who purchase high value solutions operate differently. For the first time, we are sharing publicly the tool and process that replicates these behaviors that we use with our clients as part of our 'Insight to Value' program. It's not just about winning deals at any cost. It is about a process that fosters stronger trust and collaboration and ultimately helps your customers achieve greater outcomes. Unfortunately, most opportunity management frameworks are far to one-sided and transactional. The key is about a practical approach to scale insight, trust and collaboration that unifies your entire customer team. No surprise, top performers manage to sit on the same side of the table with their customers and work together on this plan. Here's a quick look at the 6 key steps that successful sales professionals follow: 1) Deep Dive Research and Discovery: Really understand the customer's strategic objectives, their view on the current state, and what is getting in the way. Uncover the impact of their challenges on people in addition to who's involved in finding solutions. 2) Share Insights: Bring relevant insights from other customer experiences to help them avoid common mistakes and work towards an ideal solution. 3) Focus on Metrics: Identify the most important metrics for tracking both the problem (COI - Cost of Inaction) and the positive impact of the solution (ROI). 4) Anticipate Challenges: Proactively consider potential risks and obstacles that could hinder the decision-making process or the success of implementation. 5) Objectively Explore Options: Provide a clear overview of the available options, comparing them based on factors like risk, cost, timelines, and the quality of potential outcomes. 6) Align on Action: Map out the steps needed to achieve the desired objectives, working backward from the end goal. This is where collaboration is key – sales, CSMs, solution engineers, SMEs, and the buying group all working together. If you'd like to get a closer look at the CVR tool itself, just type "SEND" in the comments, and we'll send it your way. If you're interested in exploring how our 'Insight to Value' program helps team develop the skills required to execute this process, type "CVR" below, and we'll get in touch to share how we customize this for each organization! #CustomerValue #SalesStrategy #BuyingGroups #ValueSelling

Qualification is NOT Discovery! Are you making this costly mistake? If you are one of the many sales leaders who implemented qualification frameworks like MEDDIC or BANT, hoping to boost forecasting accuracy and win rate, only to see deal quality decrease and discounting increase. You're not alone. It's a common misconception that qualification frameworks ARE the answer to pipeline problems. While high-performing salespeople intuitively qualify early and often, seamlessly weaving it into effective customer discovery, your core performers who were already struggling may actually be getting worse. For those already challenged with pipeline building due to a lack of deep customer understanding and transactional discovery, these frameworks can actually get in the way of the most important thing customers area looking for -- someone they can trust to give them a fresh perspective on their challenges. Instead, they often turn your sales meetings into an undifferentiated checklist exercise, stifling genuine curiosity and the ability to uncover connect with true customer value. Unfortunately, results are: Poorer Customer Experiences - Potential customers, especially high-value ones who may not have a structured buying process yet, are turned off by a superficial, transactional approach. Even worse the opportunity to build trust and shape demand is lost. ?If qualification is executed poorly, you can also often come across as incredibly self-interested. Missed High-Quality Opportunities - Teams fail to uncover the compelling reasons a customer should buy, or change needs and requirements, leading to weak appreciation of your value propositions and ultimately, price pressure and commoditization. That is not to say these frameworks cannot be highly valuable part of your process but they often wielded as a short-cut to success and cannot be a replacement for building true discovery skills. It's time to recognize that qualification and discovery are complementary but your teams need a cohesive approach to balance them. Qualification is about filtering opportunities; discovery is about creating them. To build a high-performing sales organization, you need to equip your team with the skills and strategies to: 1 - Conduct insightful discovery conversations. Uncover strategic needs, share valuable perspective, understand the desired outcomes, and quantifiable value. Qualify effectively within the discovery process: Not as a separate, box-ticking exercise. 2 - Develop and collaborate on value-based narratives that lead to your differentiation. Position your solutions as the clear and compelling answer to the customer's challenges. 3 - Objectively help your customer drive change. If you are facing this common challenge and want to shift your team to higher quality interactions that bring Insight and Value, build trust and shape demand lets connect and chat! #salesleadership #salestraining #discovery #qualification #value #MEDDIC

As the Insight Revenue team scales globally to serve our diverse industry leading clients like MetLife, Roche, Charles River Laboratories, and SMS group, we are excited to announce we have reunited with our old colleague Ben Arendt from CEB, now Gartner and Challenger to ensure all our customers get the highest level of service and consistency possible. Ben will take on a key role as a leader within our delivery function and work with our clients directly as a facilitator and coach for our 'Insight to Value' programs. Ben years at the Central Intelligence Agency (CIA), CEB, Gartner, and Challenger shaped his approach to serving sales leaders and their teams. Through these experiences, Ben has supported hundreds of sales and enablement leaders, and won awards for the quality of his analysis and the execution of his craft while empowering leaders to achieve their goals, whether double-digit growth, improved profitability, or successful adoption of new motions, methodologies, and behaviors. Ben's recently published “How To Suck Less as a Manager: A Practical Guide to Making Your Team Less Miserable Today!” became an Amazon Top New Release for Leader Training in its first week. Please join me in officially welcoming Ben Arendt to the Insight Revenue team. #SalesMethodology #SalesEnablement #Leadership #B2BGrowth

Check out the latest and greatest from Insight Revenue in our February newsletter! #sales #salestransformation #salesleadership #revenue

Want to know if your company really cares about you?? Take a look at how much it invests in your training and development. ? There has been a gutting over the years, especially in the startup and scale up world, with the idea that you just find people who know how to do the job and then churn them out when it doesn’t work out or replace them when you reach a new stage that requires a different skill set. ? This is a total failure of leadership.? ? Successful leaders and managers know their primary role is to not just to set the strategy and whip the horse to get there to win the race.? It is to provide then to provide tools, resources, training and coaching to help everyone achieve their greatest potential.? Great leaders do this not just to drive engagement for their teams and a feel-good culture.? All data shows that investing in your people drives significantly higher business outcomes. A great example comes from exhaustive research by Dr. Laurie Bassi, a human capital analysis specialist, found that training and development has a 300% return on investment. The ROI of training out-returns many other investment options like R&D. The research found companies that invested in training and development had: +21% increase in productivity +24% higher profit margin 300% reduction in employee turnover +218% higher income per employee +86% higher company value, and +A return per dollar invested of $6.72 Leaders, the responsibility to develop your employees' skills and potential falls squarely on your shoulders. Don't shirk this duty; embrace it. And to those seeking employment, remember that a company's commitment to your growth is a reflection of its commitment to its own success. Choose wisely, and only apply to companies that invest in their people. Thanks to Randi-Sue Deckard ?? and Elizabeth McCalley.eth ?? for the inspired discussion on this topic! #Training&Development #SalesEnablement #TeamBuilding #Leadership

“In 2025, SaaS success will hinge on investing in the buyer experience. Those neglecting it will face a self-fulfilling prophecy of decline, leading to reduced sales force sizes, more AI-guided selling, lower quality deals and increased buyer remorse. A golden opportunity awaits those prioritizing human connection and value. These companies will attract top talent, deliver exceptional experiences, and ultimately dominate the market.” ??Zachary Gropper, CEO of?Insight Revenue. We asked 25 SaaS founders, operators, and investors to share their thoughts on the trends, challenges, and shifts that will shape the industry in the coming year.?Check out all the predictions: https://lnkd.in/e3dW9H4v

At Insight Revenue we believe success in 2025 is going to be all about talent. To that end, we are incredibly exited to announce one of our favorite former Challenger colleagues, and top talent Miranda Rohrbough jumping in on our expert team to support our fast growing portfolio of US customers. Miranda brings sales, coaching and consulting expertise from a variety of industries including Pharma, SaaS, and Professional Services. Having worked with clients of all sizes, she?has developed a keen understanding of complex sales processes and client relationship management.?She is recognized for her strategic approach to sales and her ability to foster long-term partnerships with key stakeholders. Please join us in welcoming Miranda to our all-star global expert team! Insight Revenue, creators of the 'Insight to Value' sales model, help organizations put customer insight at the center of their customer interactions and build the skills and capabilities in their GTM teams proven by science to lead to high-performance. #SalesEnablement #SalesTalent #SalesTraining #B2BGrowth

The team at Insight Revenue wishes you all a happy and wonderful holiday season! 2024 was an incredible year for the IR team. We learned so much, landed amazing new clients and added several fantastic people to our team. We hope everyone has a great end to the year and fast start to 2025! #MerryChristmas #HappyChanukkah #2025Success

?? ?? ?? ???????? ?? ??????'?? ???????? ?????? ??????????????????! ?? ???? ...Too generic off-the-shelf coaching offers since they do not resemble the organization’s sales model. ...Manager who see coaching as a sequence of separate events rather than an ongoing, continuous process. ...Organisations where coaching is perceived as part of performance management. ...Individuals who under-estimate of Coaching Difficulty. ...Organizations that do not embed coaching into the Business. Knowing the common reasons coaching programs fail allows us to think of how to adopt a more human-centered approach to performance in 2025, hopefully boosting customer satisfaction, engagement, and sales performance. #InsightRevenue #InsighttoValue #Coaching #Performance #Sales

Amazing to have a chance celebrate with our Pavilion Barcelona family before the holidays and welcome our fearless leader Sam Jacobs to his new home chapter! Thanks everyone who could make it out and for sharing your accomplishments and challenges to close the year and insights to plan for a successful 2025! If you want to join our community for future events, networking and knowledge sharing please let me know. Damien Acheson, Vanessa Goslow Parham ZaimZadeh Ronen Lamdan Mustafa Senhaji ??Elisa Dani Alexandre Martin Christopher Henly Lesvin Reyes Raian Pollock Chema (Jose Maria) Ballarin Justin Chong #SaaSGrowth #Community #ExecutiveEducation #BARCELONA