Sales:

How CVM Boosts the Bottom Line - Step 4 Driving Adoption

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Centering Value at Each Touchpoint Creates Global Impact

Companies leveraging Customer Value Management across their organization see benefits in all aspects of their business. It drives adoption, operationalizes customer sentiment, and enables companies to leverage important metrics in their conversations.  These benefits are important because they ultimately add up to transformational change for businesses—change that is reflected in real bottom-line impact.

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4 Steps to Ramp Up Reps to Reach Quota

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Sales is a noble yet challenging profession. And in the current work environment, practicing your craft can be downright exhausting. However, effective onboarding and training keeps life manageable (and goals attainable) for your sales reps. The key is to simplify your approach. Starting a fresh sales role is like learning a new language — easy to understand when shared in small, frequent chunks of knowledge. With constant iteration. We use these approaches at DecisionLink yielding powerful results.

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An Open Letter to CROs

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An Open Letter to CROs from 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...

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6 Considerations to Adapt to The Great Resignation Phenomenon

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illustration of people exiting door

47 million people quit their jobs in 2021. Some chose a different career path. Others took a break and simply want to retire. Overall, this is a major shift in the workforce landscape, and it is far from over. Right now, in the USA, there 11 million open positions and 9 million workers sitting on the sideline. Additionally, there is a drought of specialized skills in engineering, sales, and accounting for example. If you are a CRO needing resources to scale, your HR leadership team must be your best friend right now. But facing The Great Resignation is not just an HR and talent acquisition...

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The Great Resignation and the Sales Team

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business team conversing

No industry is immune to The Great Resignation, especially in the go-to-market realm. Salespeople may be particularly susceptible to the phenomenon for a variety of reasons including but not limited to working 100% remotely, timing of the commission payments, pay levels due to increased uncertainty, and a lone-wolf mentality that can quickly lead to burnout and a lack of attachment to their teams.

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