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We are just a few days into January and 2023 has already seen some tough times. Cost-cutting continues to be a reaction to a predicted recession this year. Layoffs top the charts with giants like Amazon plan to lay off 18000 employees, and Salesforce cutting down as high as 10% of its workforce. With the probability of…
The sales operations function went through dynamic changes this past year. 2022 killed the “growth at all costs” model. In 2023, budgets will be leaner, talent scarce and selling more challenging. All these challenges make one thing clear – Delighting customers at every turn is what matters. If we walk backwards from this larger goal, it requires a…
As a RevOps leader, you must be busy preparing for your Sales Kick Off (SKO) for 2023. With so many challenges being carried forward from the last two years, are you wondering what a modern SKO might look like for the coming year? The approach you take must communicate your go-to-market strategy for the year…
Sales productivity is an essential pre-requisite of achieving revenue success, particularly during the current business downturn hitting B2B companies. But it’s easier to aspire for than to make it a reality. Lack of productivity in sales can lead to shortcomings in processes, pipeline visibility, and sales execution, ultimately causing revenue leakage. In fact, 81% of…
The “growth at all costs” mantra of the last few years gave rise to the “shiny object syndrome” in tech investment. With cheap capital and easy funding, organizations kept adding tools to their tech stack to address a plethora of problems they faced. This towering tech stack soon turned into a primary source of revenue…
The sales tech stack is getting taller. The average virtual selling technology stack today has as many as 13 tools! The “shiny object syndrome” is very real. Businesses add sales tools to their tech stacks to treat the symptoms of sales problems. But rarely do they identify the underlying cause of these problems. Leaders deploy…
For Jerry Maguire to get to “Show me the money,” he went through many ups and downs in his sales game. But he took it head on and, with a little sales coaching help, crossed the finish line to hit his infamous sales quota and earn a name for himself. You may be nodding along;…
“No one can predict how bad the economy will get, but things don’t look good.” This was the first point in the email sent out by the top start-up accelerator Y Combinator to its founders in May 2022. Y Combinator isn’t the only one publishing a “black swan” event memo for its portfolio companies. VC…
Today, companies are no longer toying with the “what” and “why” of artificial intelligence or AI. Instead, they’re investing more time and resources into accelerating its adoption plans. 72% of business leaders feel optimistic about AI’s future role in business. And the AI market is projected to be $310 billion industry by 2026! So, what…
An alarming number of reps are missing their quota as B2B selling gets more complex. How can revenue leaders achieve higher win rates in such a scenario? The answer lies in adopting the right technology. AI-based guided selling can transform win rates and close more deals than ever before. Now is the time to make…
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