Join senior sales and sales operations leaders at AGI’s upcoming roundtable series on Sales Imperatives for the Digital Revolution or Growing Cloud Revenue With a Land-and-Expand Approach. Participants ask questions, share insights and take away valuable approaches for immediate use. Roundtable discussions are held conveniently via a conference call. Register today.
Sales Imperatives for the Digital Revolution
May 8 or May 15 (2:00-3:30 pm ET)
AGI’s latest research with hundreds of organizations indicates that the current Digital Revolution is permanently changing the sales function at many American companies. Firms that adapt to this new reality will increase share in their segment and thrive….while firms that don’t, will fade away. Are you ready for this challenge? Join 14 other senior leaders in one of AGI’s upcoming Virtual Roundtables. You’ll discuss the crucial sales imperatives from this functional shift to help you determine where you stand.
Roundtable Discussion Points
Here are some of the powerful changes stemming from the Digital Revolution….and the resulting sales imperatives that are emerging as a result:
- The binary concept of the sales “close” is outdated…Sales must now create significant engagement, value and revenue in both the pre- and post-sales arenas.
- Prospects are self-educating at an accelerating rate…Sales must engage earlier in the buyer journey through “try and buy” and real-time value creation for prospects.
- Sellers now need to treat prospects like customers…With more choices, prospects want to sample deeply before buying. Sales must deliver value well before revenue.
- Sellers now need to treat customers like prospects…As customers’ switching costs fall and knowledge of competitors increases, Sales must continuously add new value to retain revenue.
- Customers want self-service wherever possible…Sales must migrate customers to self-serve before disruptive competitors, while protecting customer experience and margins.
- Customers want to integrate solutions across vendors…Sales must continually enhance its digitally integrated partner ecosystem.
- Customers want a digital concierge and orchestrator…Sales must continually adopt new interconnected, mobile and interactive tools to increase productivity and help customers maximize value.
- Customer data is as valuable as customer revenue…Sales must optimize solutions based on customer data, for each/all customers.
- Today’s restless digital customers need to be touched frequently…Sales must deploy and coordinate new roles to facilitate new/regular value-adding interactions.
Growing Cloud Revenue With a Land-and-Expand Approach
June 12 or June 14 (2:00-3:30 pm ET)
The challenge: Software sales models are ill-equipped for the type of “Expansion Selling” (i.e., growth after initial sale) needed in the Cloud world. Software leaders focus on closing with expensive hunters and specialists, and typically spend less than 5 percent of their budget on post-sale management.
However, in the Cloud pay-as-you-go world, sales leaders must manage revenue and growth over time. Current Software sales roles, talent and metrics are not aligned for this.
The emerging solution: Successful cloud sales models are aligning post-sale roles, processes and sales compensation to specific “expansion” strategies—and often rethinking the limits of the sales function in the process.
As a result, they invest 3-4X more in post-sales headcount than traditional Software, and up to 15-20 percent of their sales budget. Bottom line: Winning cloud companies are investing heavily and smartly in post-sales roles and growth strategies.
Cloud-Focused Executive Roundtables:
Marc Metzner, Vice President, Alexander Group, will lead a best practices executive discussion on:
- Creating new, more aligned sales strategies for cloud account expansion
- Deploying new post-sale sales and support roles, against key segments
- Defining rules of engagement for multiple post-sale plays
- Challenging sacred cows around sales vs. customer service functions
- Driving focus on the full buyer journey in process, culture and roles