Jointflows

'The biggest driver of 'closed won' deals that we have is our ability to help our Champion organise and orchestrate their Buying Committee, keeping them focussed on our process and potential value. Jointflows is making this a lot easier' Why thank you, Sir.

Oooooh dear!

This week I have worked with two Jointflows customers on their sales process. For both, engineering a 'give away' early on in the process seems to be the key to unlocking deeper prospect engagement. Sellers spend a lot of time - especially early in the Sales Process - 'taking.' "Can you tell me...?" "Could I meet with..?" "Could you share...?" Jointflows Data suggests that embedding a transparent and authentic 'give away' early on in the process, unlocks deeper discovery. Sales leaders should consider their ability to gift content, benchmarking, consulting(!), etc at an early stage in the process and should train Sellers to deliver this freebie to maximise its impact and value. All the better if the freebie underlines your solution or seevice's point of difference or uniqueness

We spoke about the future of AI in the SDR world with Chris Ritson. Watch the full episode and give us your thoughts in comments.

👀 Fun (and slightly disturbing) fact about Jointflows: We became one of Europe's top 5 sales teams within 6 months according to The Elites. The reason? Dead simple - we just committed 100% to Jointflows. Not because we're special. Not because we have some magic formula. We just stuck to the framework: ✔️ extreme deal progression rigor, ✔️ genuine discovery phases, ✔️ accelerated timelines, ✔️ proactive stakeholder identification, ✔️ logically and automatically orchestrated stakeholder engagement. The impact? Our team's ability to execute is 3-4x what it used to be. Now clients keep asking us to share our process. Really... there's no secret - it's just Jointflows, done properly. Want to know more about how we did it? Drop a comment below.

"Keeping Your Top Sales Talent" - Lessons from Chris Ritson on The Revenue Revolution podcast brought to you by Jointflows. We recently had the chance to chat with Chris and he talked about the importance of employee tenure in complex sales. Chris highlighted a strategy his team used that led to much longer tenures for their sales reps - developing their SDRs into AEs. SDRs who made that transition ended up staying for 5, 6, even 7 years. These experienced AEs then went on to become leaders or take on enterprise-level accounts. This kind of career growth and progression is key, especially when you're selling complex solutions. As an example Cognism has done a great job nurturing talent and keeping seasoned sellers on the team long-term. High employee turnover is so painful in this space. You invest all this time and effort into training someone, only to see them leave within 18 months of landing their first deal. But as Chris pointed out, developing your SDRs into AEs can really help solve that problem. It not only reduces onboarding/training costs, but also builds deeper customer relationships and institutional knowledge. Link to episode in comments. #sales #revenue #tenure

'The Sales Process is the selling organisation's best attempt to surface enough Evidence, of both problem and solution, to enable an ICP prospect to make a transaction. The Buying Process is the buying organisation's best attempt to make the Evidence provided relevant and compelling enough for THEM to make a transaction.' ^ Came from a Jointflows client training session today - it creates incredible clarity of purpose for Sellers if they take it to heart!

We had the great pleasure today to present to the Commercial Teams at Vitesse PSP Limited, officially launching the Jointflows platform in support of their GTM Innovation. Vitesse have created one of the best GTM motions we've seen and their commitment to supporting sales excellence is unmatched. Sincere thanks to Steven Newton, Mark Rogers, Vera Skulteti, MBA and Gulliver Sebag-Montefiore, along with all their Vitesse colleagues, for hosting us today. We're excited to measure the impact of our partnership over the coming months!

Annie Pattinson from Figma explains how empathy drives strategic business growth. Listen to the whole episode here: https://spoti.fi/46peYFY

Interesting discussion with a Jointflows customer today highlighted a crucial aspect of the Sales Process: it should focus on collecting evidence of a problem. The Buying Process, on the other hand, involves the unique criteria that potential clients use to recognize the solution. It's essential for Sales Processes to adapt to specific Buying Criteria and evidence requirements to be truly effective. Lots of training and support is aimed at Reps to improve 'discovery' and 'multi-threading' - little or no focus on how this information is meaningfully integrated and managed into a 'Sales+Buying process' #Sales #BuyingProcess #CustomerExperience