Dana Allen

These are powerful issues that every #ceo should consider. For more ideas on this topic, here's a link to the article that explains these points in more detail: https://lnkd.in/egkUpm6A

3

For sales organizations looking to boost sales performance and productivity, RAIN Group’s research sheds light on some approaches sales teams are using, the benefits they're experiencing, and the AI adoption challenges they're facing. Learn more in RAIN Group’s article on MarketingProfs: https://lnkd.in/eAWgk_Rg   #AIinSales #Sales #SalesProcess

6

1 Comment

The challenge: Knowing which specific behaviors influence each sales metric. In this White Paper, Richardson shares how organizations can actually track performance data and use it strategically to improve business results.

14

Many sales leaders are slow to adapt their strategies to changing conditions. Join this complimentary on-demand webinar as Gartner experts explore how CSOs can embrace three key components of adaptive strategic planning to accelerate growth and outpace the competition. #GartnerSales #CSO #StrategicPlanning

33

Join us for a deep dive into "The Future Of Sales Intelligence" with Sandler's Executive Chairman, Dave Mattson. ​ ​ Discover how you can adapt to evolving buyer behaviors, leverage tech for sales efficiency, and develop leadership that propels your organization forward. ​ ​ See you 📅 May 14, 2pm ET. Register now: https://hubs.la/Q02wmsg40 ​ #LeadershipDevelopment #SalesTraining #Sandler

2

Gartner Data & Analytics Summit brought CDAOs and D&A leaders together to gain insights on how to generate value across their enterprise. Explore Gartner's top 5 take-aways ⬇️   Unlock even more insights and take-aways from #GartnerDA now: https://gtnr.it/4aAneVn #Data #Analytics #AI 

2

In today's competitive job market, effectively onboarding new sales talent is crucial for small and medium-sized businesses (SMBs) looking to thrive. Despite the importance, the blueprint for rapidly integrating new hires into the sales team often goes overlooked. Here are five strategies to ensure your sales onboarding process sets up new hires for success from day one. #NeubergerCo #SandlerBlogMDGA #SalesOnboarding

1

Now that you're aware of the KPIs that matter to distributors, the next step is building a compelling brand strategy or pitch that aligns with and plays to these KPIs. Here's how you can do it: Points of Distribution: Demonstrate how your brand will help enhance a distribution partner's early push for market penetration. This not only includes laying out a support strategy for the market launch, but showing your distributor how partnering with your brand will enhance the overall market presence of their portfolio offerings. Rate of Sale: This is where your brand strategy and brand identity play such a critical role. Who is the target audience for your products and how are you going to engage them? Today's market truly is so crowded and competitive in every segment of the beverage industry. You need to be able to clearly illustrate for a distribution partner how your product is going to engage consumers and generate consistent sales velocity once it's placed in the market. Nothing irritates distributors more than when they invest their time, money and effort into getting a brand placed into retailers that doesn't generate any sales and return on their investment. Cases per Delivery: You need to do a thoughtful analysis of a distributor's brand portfolio before meeting with them to present your brand. It's vital to know where and how your brand fits into a distributor's portfolio, as well as what value your brand will bring to that portfolio. Let's say that you have a craft light lager that you're pitching to a distributor that already handles Bud Light and Corona Light. You need to be able to communicate why your light lager warrants resources, what the brand strategy is, as well as how it will create value for their portfolio by adding cases to their trucks. Profit per Delivery: Distributors like more cases on trucks, but they love more profit on trucks. Does your brand offer higher profit margins than another similar brand that the distributor carries? Attractive quantity discounts are an effective tool here as well. For example, offering $2 off per case when an account buys 10 cases. A distributor would rather make $80 delivering 10 cases once, than $100 on 10 cases over three deliveries. By crafting your presentation to align with these KPIs, you not only position your brand as a strategic asset for your distributors but also foster stronger, more profitable partnerships. Remember, the key to winning over distributors is not just presenting a great product, but also illustrating how your brand will seamlessly integrate into their existing portfolio and contribute to their overall business goals. By focusing on these KPIs and articulating a clear, compelling value proposition, you can turn potential distributor relationships into powerful, enduring partnerships that drive sustained growth and market leadership. #BeverageIndustry #DistributorSuccess #BrandStrategy #MarketGrowth #SalesOptimization #FiveStarBeverage #FiveStarStrategy

7

All too often, sales teams find themselves floundering, unsure of what truly constitutes a qualified lead or how to effectively move opportunities forward. But fear not! Our latest guide is here to help you navigate these challenges and unlock your team's full potential. Don't let uncertainty hold your team back. Download this guide to learn how to improve forecast accuracy and closing ratios. Get the guide here: https://hubs.la/Q02vPHt00

1

Navigating today’s complex sales environments requires more than just traditional methods. The modern buying journey is influenced by multiple stakeholders, each with their own needs. How can sales teams adapt to this complexity and still come out on top? At Richardson, we believe agility is the key. By leveraging our Opportunity Vitals framework, sellers can: • Align their strategy with the true decision-makers • Identify pain points, assess value, and gain consensus across teams • Rise to the level of a trusted advisor by providing relevant insights and guidance The result? Sellers who navigate complexity with confidence. Richardson Sales Performance #SalesLeadership #ComplexSales #B2BSales #SalesPerformance #TrustedAdvisor #SalesTraining https://lnkd.in/eDiE7kDS

11

Want to learn more about #CoSellingTransformation and how companies leverage PartnerTap's enterprise co-selling platform? Let me know! It is my passion to connect with #sales #channel #alliances #marketing and, more importantly, to help enterprise execute their GTM strategy with data-driven sales plays. #letsmakesomemoneyhoney

12