Anne Pao’s Post

Tactical things AEs can do to increase their Win Rates & Average Deal Size. ➡ Slow Down: Particularly in the early stages of the sales process. Go deep in discovery to identify and implicate pain. The bigger the business problem you attach to, the larger the deal. ➡ Deal Qualification: Again, particularly crucial at early stages. Don't invest your time or cross functional resources in opportunities you a) can't win or b) are tied to surface level customer pain. Qualify out early and often. ➡ Sales Process Rigor: Don't skip stages. Meeting the exit criteria between stages, particularly if they're customer verifiable, will help you develop solid opportunities and not end up with a bunch of stalled S2-4 deals in the pipeline. ➡ Multi-Threading: Identify a Champion, build a Champion, and earn the right to engage the broader buying committee, including the EB. ➡ Exec Alignment: Facilitate Exec to Exec relationships and do it early. Many AEs leave it too late or don't do it at all.   ➡ Cross Functional Partnership: e.g., Services, Solutions Consulting, Value Advisory, Customer Success. Bring them in early. They will help you identify and implicate business pain, communicate business impact and increase the buyer's confidence in your ability to deliver value post sale. It will also help you multi-thread. ➡ Creative Commercials: Particularly key in the midst of increased budget scrutiny and tool consolidation. Creative commercials e.g., multi product bundling, multi year step ups, etc can help increase your size of a pie that isn't necessarily expanding. #sales #salesenablement #salesleadership

How Strategic Specialists help transform a Sales Pipeline.  We thrive on helping our clients’ overcome challenges and achieve outstanding results. The Challenge Large, complex sales opportunities, long sales cycles, lower win rates & decreasing monthly sales. The Solution We placed a specialist to conduct a review of the sales function, identify priorities, tailor the sales process, lead pipeline review sessions, craft a sales strategy, and ensure adoption by customising the sales opportunity process and developing the sales team's capabilities. The Results - 50% increase in sales forecasting accuracy - Increased knowledge about sales opportunity variances and impacts - 360-degree view of competitive landscape - Developed 50+ opportunities for tailored sales strategies - Increased sales conversion rates - Increased win rates By partnering with us, they not only refined their sales process but also achieved significant growth and improved performance. #StrategicSuccess #BusinessGrowth #ClientSuccess #SalesStrategy #SalesExcellence #Innovation #SalesLeadership #DataDrivenDecisions #ExcellenceInExecution

🚀 Struggling to Reach Decision Makers? Here's How to Break Through! 🚀 If you’ve ever thought, "I need to meet with the real decision-maker," you’re not alone. As sales professionals, we've all been there—stuck in the pipeline, trying to reach the senior-level contacts who can seal the deal. But simply pushing to go over your contact’s head can damage trust. Instead, you need a smarter approach. Here are 4 essential tips to help you: 1️⃣ Map the Organization 2️⃣ Understand the Decision-Making Process 3️⃣ Focus on Business Needs 4️⃣ Expand the Footprint Putting in the extra effort to engage with senior decision-makers early can dramatically increase your chances of closing the deal. Read More: https://lnkd.in/gpXuuFKm #SBI #SalesStrategy #B2BSales #DecisionMakers #SalesTips #BusinessGrowth

Slow sales periods means it is time to focus more on pipeline building activities. Get back to planning basics, review and revise your territory plan to see where the “white space” is. From there, put together your engagement plan for the week and month filled with pipeline building activities- meetings with key decision makers, obtaining referrals, bringing insights to key clients where you might expand, attend industry trade group meetings/conferences. You’ve got some time to plan, so put a solid plan together that is rooted in fundamentals that will build pipeline.

As buyer behaviors evolve, forward-looking sales leaders must continually adjust go-to-market strategy. Boost your pipeline growth with a sales development strategy aligned to buying behaviors and business goals. #GartnerSales #Growth #SalesPipeline

As buyer behaviors evolve, forward-looking sales leaders must continually adjust go-to-market strategy. Boost your pipeline growth with a sales development strategy aligned to buying behaviors and business goals. #GartnerSales #Growth #SalesPipeline

As buyer behaviors evolve, forward-looking sales leaders must continually adjust go-to-market strategy. Boost your pipeline growth with a sales development strategy aligned to buying behaviors and business goals. #GartnerSales #Growth #SalesPipeline

As buyer behaviors evolve, forward-looking sales leaders must continually adjust go-to-market strategy. Boost your pipeline growth with a sales development strategy aligned to buying behaviors and business goals. #GartnerSales #Growth #SalesPipeline

As buyer behaviors evolve, forward-looking sales leaders must continually adjust go-to-market strategy. Boost your pipeline growth with a sales development strategy aligned to buying behaviors and business goals. #GartnerSales #Growth #SalesPipeline

As buyer behaviors evolve, forward-looking sales leaders must continually adjust go-to-market strategy. Boost your pipeline growth with a sales development strategy aligned to buying behaviors and business goals. #GartnerSales #Growth #SalesPipeline