Ross Rich’s Post

Performance-oriented enablement looks like this: Defining, monitoring, and improving… 1) OUTCOMES* A) conversion rates A) average deal size A) pipeline coverage A) deal cycle length B) email/meeting velocity per active opportunity B) executive engagement per active opportunity B) selling team engagement per active opportunity B) qualification score per active opportunity B) value assessment per active opportunity B) total engagement among ICP & IBP C) meeting-to-opportunity conversion C) campaign-to-meeting conversion C) email replies & rate C) call connects & rate *Including the specific metrics and standards to measure. 2) OUTPUTS* - territory plan - account plan - prospecting plan - campaign - new meeting - qualified opportunity - current state analysis - future state assessment - MEDDICC criteria - mutual success plan - proof of concept - proposal - contract *Including the specific standards (criteria for what good looks like). ------ The knowledge/skills reps possess or behaviors they display are not the end; they are a means to an end (and only one of multiple means - many of which are more influential). The deliverables reps produce, and the accomplishments they achieve are the end. Performance-oriented enablement focuses on the end. #salesenablement #revenueoperations #salesops #sales

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

Value selling has been a hot topic at Accord lately. …so much so that I spoke about it at our company offsite in San Francisco a few weeks ago. 👀 Now, I am no expert here, but the overall goal for our offsite was to ensure that we had consistent knowledge and understanding of the topic company-wide. Why the shared knowledge on value selling? Most revenue leaders we talk to are looking for a way to operationalize their value selling motion to ensure consistency across revenue teams.... so everyone at Accord from sales, to marketing, and engineering, better be on the same page. While the internal dialogue was strong, we know that everyone always gets great value from learning from the experts (and our customers were asking for more sessions too). So we decided to bring back our Value Selling masterclass! Top leaders from RedHat, OneTrust, and Freshworks will join us on Sept 25th at 1pm ET to share their insights on how they’ve translated their value selling frameworks to the field. 💡 Whether you are a sales leader, rep, or even a marketer who wants to learn more about the topic, this session is sure to be 10/10. Sign up below, and if you can’t make it live, we’ll share the recording. https://hubs.la/Q02N57gL0

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

Selling to Sales enablement teams? If your outbound is getting a lot of “we are good for now” response, check this Using GlowRadius API, we curated list containing companies showing buying signals for Sales enablement tools, services. It is like having access to list of $500K-$1M identified pipeline of hot accounts. We call it Exploding Account List. It is hyper targeted for <<Sales enablement>>. What’s more important? These accounts likely have budget and priority towards Sales enablement -- as seen through investment patterns in tools, processes, expanding teams, onboarding decision makers. But nothing matters unless you land 3-5 meetings from the Exploding Account List in few next weeks. That brings us to - How? Here is the 4 steps playbook Step 1 - Download the list of hot accounts (they show some buying signals) Step 2 - (Mostly misunderstood) Do not go for hard sales pitch right away. Instead conduct a webinar around a trending topic in Sales enablement. Step 3 - Invite decision makers from these accounts. Webinars quickly build trust and open door for demo calls. Step 4 - For every 10 webinar participants, aim for 4 demo calls. Link of the exploding account list in comment

𝐀𝐫𝐞 𝐲𝐨𝐮 𝐮𝐬𝐢𝐧𝐠 𝐚 𝐨𝐧𝐞-𝐬𝐢𝐳𝐞-𝐟𝐢𝐭𝐬-𝐚𝐥𝐥 𝐚𝐩𝐩𝐫𝐨𝐚𝐜𝐡 𝐭𝐨 𝐬𝐚𝐥𝐞𝐬? 🧐 If so, you’re likely slowing down your deals. Using an adaptive sales methodology can increase win rates by 30% (Harvard Business Review). ✅ 𝐓𝐚𝐢𝐥𝐨𝐫 𝐲𝐨𝐮𝐫 𝐦𝐞𝐭𝐡𝐨𝐝𝐨𝐥𝐨𝐠𝐲 𝐭𝐨 𝐭𝐡𝐞 𝐝𝐞𝐚𝐥 𝐜𝐨𝐦𝐩𝐥𝐞𝐱𝐢𝐭𝐲 . Not every prospect needs a full-blown discovery phase—know when to scale back. ⭐️ 𝐔𝐬𝐞 𝐝𝐚𝐭𝐚 𝐭𝐨 𝐝𝐫𝐢𝐯𝐞 𝐝𝐞𝐜𝐢𝐬𝐢𝐨𝐧-𝐦𝐚𝐤𝐢𝐧𝐠 . What’s the average length of your sales cycle? Adjust based on real insights. 🎯 𝐁𝐮𝐢𝐥𝐝 𝐭𝐫𝐮𝐬𝐭 𝐞𝐚𝐫𝐥𝐲 𝐛𝐲 𝐛𝐞𝐢𝐧𝐠 𝐭𝐫𝐚𝐧𝐬𝐩𝐚𝐫𝐞𝐧𝐭 𝐚𝐛𝐨𝐮𝐭 𝐭𝐢𝐦𝐞𝐥𝐢𝐧𝐞𝐬 and expectations. The more your prospect trusts you, the faster they’ll move. Adapt and accelerate—that’s the key to faster deals and more closed revenue. 🚀 ⚡️ 𝐁𝐎𝐍𝐔𝐒 𝐓𝐈𝐏: 𝘓𝘦𝘷𝘦𝘳𝘢𝘨𝘦 𝘊𝘙𝘔 𝘵𝘰𝘰𝘭𝘴 𝘭𝘪𝘬𝘦 𝘊𝘭𝘢𝘳𝘪 𝘵𝘰 𝘵𝘳𝘢𝘤𝘬 𝘥𝘦𝘢𝘭 𝘷𝘦𝘭𝘰𝘤𝘪𝘵𝘺 𝘪𝘯 𝘳𝘦𝘢𝘭-𝘵𝘪𝘮𝘦. What sales methodology are you using right now? Let’s chat about it in the comments! #SalesMethodology #DealVelocity #B2BSales #SalesLeadership #SalesTips

Measure Beyond Short-term Wins Short-term metrics are useful, but to understand the true impact of enablement, focus on long-term results. Measuring how behaviors and skills evolve over time provides a clearer picture of your program’s effectiveness. When introducing a new sales methodology, track not only immediate sales results but also how the new approach affects rep behaviors and long-term performance. Regular reviews can help assess changes in key behaviors, like consultative selling or improved customer relationships. By partnering with operations teams to establish long-term KPIs and scheduling periodic reviews with sales leaders, you’ll capture the full impact of your enablement efforts. Think beyond short-term wins—track the long game for true impact! #LongTermImpact #SalesMetrics #EnablementStrategy

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