2022 wants to know your number
2022 wants to know your number
Believe it or not, Q3 is now in the rearview. That means it’s time to turn your gaze to closing out the year with an epic Q4. But not all of your gaze. As a sales leader, you also need to be thinking about 2022. When there are big deals to close, it can be difficult to carve out time to conduct annual planning for the year ahead. However, to set an achievable number for 2022, that’s exactly what you need to do. Forrester VP and Sr. Research Director Phill Harrell has strong opinions on this topic and recommends several key points sales leaders should incorporate into their annual sales planning. It’s time to let 2022 know that you’ve got its number.
Plan be nimble, plan be quick
Here’s something else you should know about annual sales plans – they need to be flexible enough to quickly adapt to changing market conditions and buyer behaviors. Even in the very particular world of B2B sales, a familiar adage holds true: “you don’t know what you don’t know.” Setting the number for your sales team is one thing, but planning how your team goes about achieving that number should be like a Cirque du Soleil acrobat – extremely flexible and quick to correct mistakes. Instead of going to Harvard to learn strategies for creating nimble sales plans, you can read all about them in the Harvard Business Review. Sound like a plan?
Because you watched Salesforce+
Every time you watch a show on Netflix, they have one more datapoint to recommend other shows you might like. By serving up relevant content, they increase customer loyalty and usage. Marc Benioff might be an avid Netflix watcher, because it turns out that Salesforce is using the same tactic with its new streaming service Salesforce+. As customers watch videos about Salesforce Financial Services Cloud, Tableau, or any other topic, Salesforce’s reps can use that information to have more targeted conversations. If you’re not currently binge-watching Salesforce’s Dreamforce product announcements, then head on over to Digiday to learn more about Salesforce’s “Salesforce on Salesforce strategy.”
IN THE GROOVE
Groove, live and not in person
Mark your calendars for October 14th! RevenueNext, the third installment of Groove’s virtual customer conference is coming up quickly, and you’re going to want to be a part of it. How do we know? As a smart, driven, and incredibly talented member of the sales and revenue community, you’d never miss the opportunity to hear about industry trends from Groove’s CEO, get a preview of Groove’s product roadmap, and hear best practices from companies like Elastic and Aptitude 8. Did we mention you can even get your questions answered in multiple “Ask the Expert” sessions? Register for RevenueNext Fall 2021 today to secure a spot for the sales and revenue industry’s Groove-iest conference.
LEARN SOMETHING NEW
Solving sagging sales
The only time a slowdown in sales is good is when it’s happening to your competitors. However, as much as you’d like to believe it will never happen to your organization, it’s important that you know what to do if the unthinkable should occur. Responding properly as quickly as possible can help get your sales back on track with minimal damage. Whether you’re currently facing sluggish sales or simply want to be prepared, there are a few things you should do first. Learn how to assess the size of the impact, the cause, and how to address it in this detailed Newsweek article.
2D selling strategies
If you’ve been stumbling through virtual sales, anxiously waiting for the return to in-person meetings, we’ve got bad news for you. Nearly 9 out of 10 sales organizations will continue with virtual sales into the next year, according to research from McKinsey & Company. Even if you’ve fully embraced virtual sales, you can always get better. For example, how often do you use visuals and animations? We ask, because they’ve been found to increase buyer engagement by as much as 94%. That’s just one of many tips included in the Selling Power article, “Four Keys to Virtual Selling Success,” by RAIN Group COO, Dave Shaby.
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