Creating An Unfair Advantage In B2B Seller Transformations.
Sales Growth Team
Unlock your sales team's potential - drive sales and revenue growth with our proven approach, technology and teams.
When tasked with driving a B2B sales transformation from product to outcome-focused in a global $20Bn product-centric company - it was tough!
We made many good and some bad decisions along the way. Looking back, we are proud of the results we achieved and how that business continues to thrive based on the $3.8Bn foundations we laid.
This blog will help you understand how we have taken these learnings to build a framework, that has helped us accelerate seller transformations in many more global enterprises. We wish we had this framework available to us back in 2014!?
At Sales Growth Team (SGT) we blend people, sales processes, and a cutting-edge technology stack to help B2B companies identify, replicate and reinforce the behaviours and actions of their best-performing sales reps. At the heart of everything we do is always how do we turn the dial on your average Joe to make "best practice your practice" - ultimately driving significant improvements in your sales performance.?
Be realistic - baseline the business and aspiration.?
The first step in creating an unfair advantage is to understand what best practice is within your sales teams today, what good looks like, and then building the playbook to make it your practice.??
Within just four weeks, SGT’s technology stack and consultants would have the answers to the following:?
After this, our clients have an enduring model to deliver their sales transformation.
Understanding the propensity & capability of your sellers.
To achieve this, Sales Growth Team will interview a cross-section of your reps to baseline their propensity & capabilities, how they identified the prospect, and the process they went through to close or lose the deal.?
Understanding the propensity and capability of your sellers early is key to shaping future enablement and playbooks.??
Every seller will tell you they're great and how the deal wouldn't have happened without them. However, when you cut through the ego and understand the why then you can truly build a repeatable practice around their behaviours. This is why SGT will always dig into questions like...
This will become the bedrock of your playbook for success.?
TOP TIP - having your top performers talk positively about their experiences will accelerate your "average Joe's".
By leveraging your best performers, SGT can scale their tactics across your entire team. Promoting your top performers isn't just about recognition, it's a strategic move that propels your entire sales team toward excellence. These individuals embody the winning behaviors and strategies that lead to sales success, and when elevated, they set a powerful example. By spotlighting their achievements, Sales Growth Team helps foster an environment where best practices aren't just abstract concepts, but tangible actions that can be replicated. Their success stories become the foundation for the rest of your sales force to follow, turning what was once exceptional into the new standard. This approach ensures that your sales transformation is not just sustainable, but also self-perpetuating, as each success spawns new leaders who carry the torch of excellence forward.?
New opportunities - how are they created??
We have been big believers that engaging early in the customer's buying journey is key. Some would argue that this is becoming increasingly harder and we are seeing better-informed prospects who prefer to use forums, websites, peers, etc to understand what solutions are in the market long before they engage with a salesperson.
TOP TIP - 42% of buyers prefer not to engage with sales reps until midway through their buying journey.
However, SGT clients would argue that they have access to propensity-to-buy data and a sales program that helps them create an unfair advantage by engaging proactively with the client. More on this later.?
?
领英推荐
Identify the best practice sales behaviours?
We know that B2B selling is becoming increasingly complex. On average, there are now 16-17 people involved in the buying committee and FOMU (Fear Of Messing Up) is increasingly stalling buying decisions.
However, top performers find ways to overcome these challenges.??
SGT will leverage our technology stack to harness great insights from your sales teams by linking your CRM with your mail and calendar server. Within days, we can baseline your historical opportunities so that we can run a tangible insight analysis and provide leaders with real insights into how their opportunities are progressing with scoring for:?
In short, this becomes a real accelerant for any sales transformation. It helps sales leaders to quickly baseline the top-performing rep behaviour against the 'average Joe' and coach the behavioural change needed for increased performance.?
10 years ago, we had to cut through all the noise to get the real picture of where the reps were at. We could have halved the time it took to transform the sales team based on the power of these insights.?
Playbook for success for sellers and leaders?
The key to Sales Growth Team's success lies in its ability to turn best practice into your practice. By replicating the behaviours and actions of your best-performing reps, the platform can help individuals across the team improve their sales performance and drive better outcomes.??
At SGT we want to enhance the 'seller experience' and keep it real for them. We don't want to burden them with academic sales enablement or preach what works. We get them doing it instead.??
SGT is seeing game-changing results by taking best practices and building them into a sales program and playbook for success:?
This final step is of course the most fun to take, but can also be daunting for your average Joe. That's why we leverage our AI capabilities to coach and support them in real time by listening to calls and presenting coaching insights live.
Imagine the scenario where a customer says "I like it, but it sounds expensive". The average Joe may instantly jump to a price negotiation, whilst the best practice seller tells us to anchor back to the value. So the AI tool instantly presents a relevant customer story for the average Joe that they can use to highlight how others derived value.?
Sales leaders will get a collective view of how their reps are performing in the field, what talk tracks they pursue, and what coaching they need. These insights are beyond powerful.
With this, the platform can coach reps in real-time, providing immediate feedback and guidance to improve their sales performance. The results are impressive, with a fourfold increase in win rates, a 3.7x increase in average selling price, and 30% more deals being engaged. Additionally, leaders can have nearly 100% transparency of the opportunities within their CRM, enabling them to make data-driven decisions and act on real-time insights.?
Through real-time coaching, reps can mirror best practices and implement the strategies and tactics that have proven successful in the past. This creates a culture of continuous learning and improvement, where sales reps are always striving to be better and achieve more.?
Sales Growth Team is designed for Chief Revenue Officers, Sales Enablement, and Chief Sales Officers who are looking to improve their B2B sales performance and stay ahead of the competition. By leveraging AI and real-time coaching, the platform can help B2B companies unlock their full sales potential, increase the average Joe quota attainment by 20%, and create an unfair advantage that can propel them to success.?
In conclusion, Sales Growth Team has taken their real-world experiences of driving sales transformations and built a process and a powerful tool that can help B2B companies create an unfair advantage in their sales transformations.??
By using people, AI, and insights to identify and replicate the behaviours and actions of their best-performing reps, companies can drive significant improvements in their sales performance and achieve better outcomes.
If you are a Chief Revenue Officer, Sales Enablement Leader, or Chief Sales Officer looking to improve your B2B sales performance, Sales Growth Team is an accelerant that you should consider.
Speak to us today and see the results for yourself!?