Sales Community - Happy Holidays!

Glad to have you here ?? ?? ??

Happy Holidays to everyone, I can't thank you all enough for your continued support throughout the year with Sales Community, and most recently subscribing to our new Newsletter. As always, if you find value in our content please do us a favor and re-share it with friends and colleagues!

We've just finished up our LIVE events for 2021 with two great webinars along with our sponsors Outreach & Emissary, which I've shared below.

SPECIAL OFFER: From now until the end of the year, join the Sales Community - Home of the CRO - Private Network with now over 650+ members for $29.99/month. The largest community for Chief Revenue Officers and Sales Professionals in Technology.

?? Sign-Up using this link: End of Year Sales Community Offer

Tech Sales Insights LIVE

We've now done 58 (!!) episodes of Tech Sales Insights LIVE, hosting a myriad of Sales Leaders and C-Level Executives sharing their expertise and insights into today's market, hiring and retaining top talent, and the future of selling. Check out our list of upcoming guests below, we've got some big names joining us!

• 1/5/22 Kris Hartvigsen: CEO, Dooly
• 1/12/22 Chris Riley: CRO, Automation Anywhere
• 1/19/22 John Martin: CEO, Weka.IO
• 1/26/22 Mitch Breen: CRO, Infoblox
• 2/2/22 Arthur Filip: Chief Growth Officer, Publicis Sapient
• 2/9/22 Andy Coussins: SVP, Epicor Software
• 2/16/22 Brandon Sweeney: CRO, HashiCorp
• 2/23/22 Seth Robbins: CRO, HYPR
• 3/2/22 David Reilly: Previously CIO/CTO, Bank of America
• 3/9/22 Mike Sullivan: VP of Sales, CrowdStrike
• 3/16/22 Mark Kosoglow: VP of Sales, Outreach
• 3/23/22 Mike Troiano: Partner, G20 Ventures
• 3/30/22 Dan Wright: CEO, DataRobot

From Our Sponsors:

Emissary

It Isn't Sales?Intelligence?If It Doesn't Help You Sell Smarter and Faster!

I sat down with Allen C. Mueller, CEO of Emissary.io to discuss sales intelligence, what works, what doesn’t, and how sellers can both gain deep insights into accounts and reduce research time. Allen is an incredible leader with a very impressive background, and had some great insights into what we'll see in 2022 for sellers

Outreach

How Sales Leaders Can Drive Predictable, Efficient Growth with an Engagement and Intelligence Platform

On Monday I had the opportunity to sit down with a true industry expert, Mary Shea, global innovation evangelist at Outreach. Mary and I went through what it will take for your sales teams to thrive in 2022, discussing how to overcome a handful of challenges for sellers and leaders alike.?

Randy's Tips to Sell More??? Excerpts from?Your Go-To Sales Advisor

The Transformation to Support Profitable Growth 30-60-90 Day Fast-Start Plan

The New Year brings new job opportunities for sellers and managers. I want to share an entry from Your Go-To Sales Advisor, thanks to EK, with a sample fast-start plan for a Sales Manager:

Observations:?

Things to build on -

? Focus on cloud marketspace?

? Extensive market share in electronic trading

? Ease of choice of offering

? Human capital loyalty

? Customer loyalty?

? Recognition of the?need?to build a new market to facilitate growth Things to work on?

? Lack of new customer acquisition

? Channel execution

? Cloud messaging

? Awareness of the solution?

? Leverage of tech partners?

The Process:?

? Operational processes

1. Evaluate processes
2. Develop best practices
3. Build management system???Execute
4. Repeat all of the above?

? People?

1. Mentorship?
2. Performance evaluation (objective, not subjective beauty contest, friendship or history),?
3. External recruit
4. Management layer rationalization
5. Roundtables to build and assess morale?

? Portfolio

1. Unique value prop to customers?
2. Unique value prop to partners?
3. Customer segmentation
4. Vertical messaging?

The Approach:?

? Predictability

1. Stated goal revenue, orders, and date +/- 2 percent?
2. Accepted goal +/- 10 percent?

→ Sales orders and date, secondary revenue?

→ Delivery revenue

3. FY 19 planning (set a plan that is achievable)?

? Profitability

1. Sales compensation
2. Rationalize sales coverage
3. Normalize to profitable customer segments?

? Growth

1. Demand generation
2. Culture of prospecting
3. Engage with channel partner sales?
4. Customer mix?

30-Day Plan: Learn?

? Logistics setup (communications, computer, etc.)

? Complete company training/requirements

? Initial meetings with peers and functional heads

? Initial meetings with product management?

? Initial meetings with directs and their directs

? Spend time on the phones shadowing inside sales resources

? Press release and communications

? Visit employees

? Visit largest partners/distributors

? Begin on-going dialogue with board

? Kick off channel program review?

1. Recruitment targets
2. Channel enablement
3. Channel development
4. Reach out via phone to all existing channel partners?
5. Reach out via phone to top twenty customers?

60-Day Plan: Learn and Validate?

• Repeat meetings with staff, and establish on-going meetings?
• Establish repeating meetings for management system: CEO, board, etc.?
• Meet with CEO, CFO, HR for feedback and observations?
• Meet with key product partners to gain access to cloud customers?

??Microsoft

→?Use Tracey RVP Microsoft sales for guidance?

?VMWare

→?Frank, VP, leverage to get to?the right people?

??NetApp?

→?Jeff , VP and Jean, CMO?

• Pick key leaders in tech partners as mentors/champions?
• Meet with key customers in person: focus on references?
• Develop on-going communications process with CEO?
• Develop external vision with marketing?
• Hold all hands call: focusing on state of the business, and external vision?

? Try to add value in a non-disruptive way: introduce close plans?

? Develop mentorship approach to key functions: sales, marketing, prod- uct management?

90-Day Plan: Execute and Establish Alignment?

• Review learnings and validations from the first 60 days?
• Socialize process (operational process, people and portfolio) and approach (predictability, profitability, growth)?
• Build and implement new sales process: cadence and forecast?
• Execute vision roadshow?

1. Visit ten cities to communicate and listen with cross section of team and customers?
2. Consider marketing events and speaking opportunities?
3. Generate article with CRN on communications?

• Begin FY21 model planning and prepare for planning workshop?

90 Days and Beyond Plan: Execute and Grow?

? Review learnings and validations from the first 90 days

? Help any new resources personally

? Execute new sales process: cadence and forecast

? Ongoing morale and communication with the team?

? Marketing/demand generation plan

? Engage key resources in various special projects?

1. Channel expansion
2. Sales process improvements?
3. Best practice socialization?

? Visit top twenty new prospects

? Attend tech partners’ key meetings and conferences

? Consider distributor value?

→ Ingram, Arrow, SYNNEX, Tech Data

I hope everyone stays safe and is able to spend time with friends and family as we close out what turned into an eventful 2021. Happy Holidays!