Category: Uncategorized
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Breaking Down the Smokescreen for Objections in B2B Deals
The complexity of B2B sales is escalating due to factors such as an increase in stakeholders involved in decision-making and rising indecision among buyers. Sales representatives must adapt strategies to address these challenges, focusing on understanding all decision-makers, fostering cross-functional relationships, and applying the JOLT method to counter indecision and build buyer confidence.
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ChatCRO4
Fun chat with the Routefusion founders on their podcast, The Fuse. The best podcast about fintech that doesn’t talk about fintech. Love these guys and this business, went over for their board meeting and ended up on a podcast, sometimes you just have to roll with it. Hope you enjoy watching as much as we…
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3 Things your top performers do differently
Following the ChatCRO3 podcast with Lee Bierton at Ebsta, I decided to write another blog about their excellent 2024 Sales Benchmark Report. This time they have decided to take a narrower lens, one that focuses on top performers. With only 31% of reps, according to the 2024 report, hitting their sales targets. The gap between…
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ChatCRO3
I’ve been speaking to my new friends at Ebsta on their Revenue Insights podcast, about sales performance and leadership. Thank you to Lee Bierton for having me, full options below on how to see and listen to our chat. Apple: https://apple.co/43eNy4J Spotify: https://spoti.fi/3v1DzTP YT Music: https://bit.ly/3Pn5DrH RSS: https://bit.ly/47TpViZ Blogpost: https://bit.ly/3v9SaMP YouTube: https://youtu.be/ksDL6CliLK4
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In the pursuit of Motivation (at work)
Like many leaders, I have tried everything to motivate teams to reach peak performance. I have spent hours reading, attending seminars, and speaking to my network and peers. In the end, everything comes back to one thing, work culture. Believe it or not employee motivation is driven by intrinsic values not external ones. When I…
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Do you really know what your customer is trying to do?
In the landscape of B2B technology sales, every offering aims to resolve a distinct client problem. However, the disparity between understanding the solution and genuinely enhancing a client’s business is monumental. Whilst it can be argued that some of the best new business sales people innately understand this, it is rarely the case that this…
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Reframing Customer Growth
One of the most important revenue levers in any business is Customer Growth. In a SaaS business it is even more important as it is the most cost effective and lowest risk revenue expansion for a company. Often, the focus on acquiring new customers is so intense that is overshadows the potential that lies within…
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Hiring a CRO
The timing of a Chief Revenue Officer (CRO) hire is a pivotal moment for any business. If you get it wrong you are wasting a lot of time, money and resources. In my experience hiring a CRO has one important subjective consideration. Are you ready to share the limelight with someone else? Once you bring…
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Growth Guardians
The Chief Revenue Officer is one of the best jobs in business today. It has a huge remit, it sits at the top table and it can create real change. Get it right and you can transform your whole company and its trajectory. However, it is a new role which has emerged within the Start…
The NOT so secret CRO 