I have spent my entire career in hands-on, operational sales leadership. One phrase that has helped with my success and will forever stick in my mind is: If you help people get what they want, you will inevitably get everything you want. This includes your prospects, customers, partners, and your people.
Stay ahead with customer value thinking.
Posts by Joe Sexton:
- 25% higher attach rates for early sales conversations
- 50-80% higher close rates
- Increased average contract value of 25-50% or more
- Double digit reduction in discounts
- 30-50% impact on deal velocity
- 50-70% reduction in new hire ramp-up times***
Do the above metrics sound like your current year and latest Quarter results? Or did your last Quarter end with, “We had 15 Qualified deals in the Quarter, we needed 5 to beat not only the Board plan but our internal stretch plan, but we only got 3 of them. While we had a good Quarter, we left business on the field as deals slipped or shrank...
“Customer Value Management is the cornerstone of CrowdStrike’s engagement with our prospects and customers. We believe great customer engagements start with our ability to establish and communicate our value proposition, and ValueCloud® has enabled us to do so at scale and has helped us to establish customers for life.”