Norwest Venture Partners’ Post

"𝗪𝗵𝗮𝘁’𝘀 𝘁𝗵𝗲 𝘀𝗲𝗰𝗿𝗲𝘁 𝘁𝗼 𝗮 𝗵𝗶𝗴𝗵-𝗽𝗲𝗿𝗳𝗼𝗿𝗺𝗶𝗻𝗴 𝘀𝗮𝗹𝗲𝘀 𝘁𝗲𝗮𝗺?" Hint: It’s not just great products or talented reps. It’s 𝗰𝗹𝗮𝗿𝗶𝘁𝘆 𝗮𝗻𝗱 𝗰𝗼𝗻𝘀𝗶𝘀𝘁𝗲𝗻𝗰𝘆. Without a clear, shared process, even the best teams can struggle. That’s why a well-defined 𝘀𝗮𝗹𝗲𝘀 𝗽𝗹𝗮𝘆𝗯𝗼𝗼𝗸 is critical—it’s the roadmap that aligns your team and drives results. But creating a sales playbook isn’t easy. What should you include? How detailed should it be? How do you keep it useful AND adaptable? We’ve broken it down in our latest guide: “Building Your First B2B Sales Playbook: A Step-by-Step Guide.” Here’s what makes this guide different: ✅ We share actionable tips on defining your 𝗜𝗱𝗲𝗮𝗹 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗣𝗿𝗼𝗳𝗶𝗹𝗲 (𝗜𝗖𝗣) to target the right prospects. ✅ We help you create 𝗯𝗮𝘁𝘁𝗹𝗲 𝗰𝗮𝗿𝗱𝘀 𝗮𝗻𝗱 𝗼𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻-𝗵𝗮𝗻𝗱𝗹𝗶𝗻𝗴 𝗴𝘂𝗶𝗱𝗲𝘀 that reps will actually use. ✅ We show you how to use 𝗞𝗣𝗜𝘀 to track success and continuously improve your playbook. ✅ And we make it simple to map out your 𝘀𝗮𝗹𝗲𝘀 𝘀𝘁𝗮𝗴𝗲𝘀—so no deal slips through the cracks. 💡 Whether you’re scaling fast or building your first sales team, this guide will help you create a process that’s built to grow with you. 📖 Enjoy the full guide here: https://lnkd.in/e8NmRj85

Founders and revenue leaders often complain that their sales process is taking too long. The first question I always ask is: "Too long, compared to what?" Are you still winning the deals, but it's taking too long? Or are you also losing more deals coupled with a longer cycle. Many times, their comment it based purely on gut feeling. But, it's important to dig into the following: ⏰Timeframe over which the sales cycle has changed; MoM, QoQ, YoY. Have you changed the way you measure sales cycle length during this time? 📝Do you have a documented sales process that you and your team all follow? Many times, the answer is "sort of." A founder-run sales process is way different than what a rep follows (I rarely see founders dedicated to a process). If there's no documented process, you'll see drastic differences between reps. 📈Have you changed your pricing model? Rarely do I see companies lower their pricing. Higher prices will always = longer processes 👩💼Has your ICP changed? Or, has your product changed, which has resulted in attracting different clients? A changing customer profile can alter your sales cycle. How well do you understand the prospects your talking to? Having a longer sales process isn't inherently a bad thing, as long as you understand the "why." For instance, if you're moving upmarket and expanded your product to where it now impacts more departments within an org, your process will take longer. To me, this is a great thing. It tells me that the product can provide more value to larger organizations. In this scenario, the team should be focused on driving more prospects into your sales funnel vs. focusing solely on compressing the sales cycle. Take this scenario. You've hired your first AE and they've been extremely successful in their first 6 months. You're ready to hire two more. 6 months after they've joined, all of your deals are taking longer. You've realized that you, as the founder, were on every call with your original AE, and now your time is being split between 3 AEs. I would immediately inspect your onboarding process and ongoing sales enablement. I'd bet you don't have one. I get it. Everyone wants their to close deals faster. It's a KPI you have to measure. But the solution to a long sales cycle is rarely figuring out how to shorten it.

Unlocking Sales Success: Discover 6DOS with Ethan I recently had a chat with Ethan, the founder of 6DOS, and I’m excited to share how this innovative tool can transform your sales strategy. 6DOS was created to solve a key problem in large sales organizations: understanding who knows who. In sales, it’s not just about what you know, but who you know. Traditional tools like LinkedIn often fall short. 6DOS changes the game with its patented relationship score, helping sales teams uncover not just individual connections, but the collective network. This insight can drive significant revenue growth. When Tyler and I first used 6DOS, we were amazed to find mutual connections we didn’t even know existed. This highlighted the power of second-degree connections and the untapped potential within our networks. Imagine being able to leverage hidden connections to unlock new opportunities. With 6DOS, you can. It’s about working smarter, not harder, by utilizing your existing network in ways you never thought possible. Ready to see how your connections can boost your sales? Discover the small world of 6DOS today.

Hot take: Long sales cycles are actually BETTER for your business. While everyone's obsessing over "quick wins" and "shortened sales cycles," they're missing something crucial: Rushed deals often become your biggest headaches. Think about it: - When was the last time you made a great decision under pressure? - How confident do you feel buying something without proper research? - What happens when you skip due diligence? Here's the uncomfortable truth: Your prospects need time to: 1. Fully understand your solution 2. Build genuine confidence in your offering 3. Recognize the true ROI potential But here's where it gets interesting... Equipping your sales team with VALUE-driven messaging can help you move things along (and bring in more of your ideal customers). Here are some materials that build confidence: 🎯 Sales decks and presentations that captivate and educate 📄 White papers that inform and position your solution as the best choice 🌟 Case studies and success stories that showcase proven results ✉️ Value-based emails that resonate and nurture leads 🤔 FAQ and objection-handling guides that address concerns 🛠 Interactive demos and product tours to engage and inform 📊 Data sheets and technical briefs that back your claims with hard evidence These aren't just sales tools—they're trust builders. And trust? That's what turns customers into long-term partners. So stop fighting longer sales cycles. Embrace them. Because while others chase quick wins, you'll be building something far more valuable: A foundation for lasting success. Do you agree?

Unlocking Sales Success: Discover 6DOS with Ethan I recently had a chat with Ethan, the founder of 6DOS, and I’m excited to share how this innovative tool can transform your sales strategy. 6DOS was created to solve a key problem in large sales organizations: understanding who knows who. In sales, it’s not just about what you know, but who you know. Traditional tools like LinkedIn often fall short. 6DOS changes the game with its patented relationship score, helping sales teams uncover not just individual connections, but the collective network. This insight can drive significant revenue growth. When Tyler and I first used 6DOS, we were amazed to find mutual connections we didn’t even know existed. This highlighted the power of second-degree connections and the untapped potential within our networks. Imagine being able to leverage hidden connections to unlock new opportunities. With 6DOS, you can. It’s about working smarter, not harder, by utilizing your existing network in ways you never thought possible. Ready to see how your connections can boost your sales? Discover the small world of 6DOS today.

🎯 Follow-Ups: The Game-Changer in Sales Here’s the deal: most sales don’t close on the first call. The real wins come from consistent, value-driven follow-ups. Here’s how to do it right: 1️⃣ Stay Consistent: Follow up regularly—whether it’s a few days or a few months. The key? Be persistent, not pushy. 2️⃣ Deliver Value Every Time: Share a tip, a resource, or an insight they’ll appreciate. Forget the “Just checking in” messages. 3️⃣ Be Patient: Some prospects aren’t ready yet—and that’s okay. Your consistency builds trust for when they are. 4️⃣ Make It Personal: Use their pain points or past conversations to tailor your follow-ups. Show them you’re paying attention. 5️⃣ Know When to Step Back: If it’s a clear “not now,” give them space. Revisit them later with something fresh. Sales isn’t about chasing—it’s about staying top of mind. Follow-ups done right turn “maybe later” into “let’s do this.” 🚀 What’s your secret to effective follow-ups? Drop your tips below! 💬 #SalesTips #FollowUpLikeAPro #PersistenceWins #SalesSuccess

Crafting a Dynamic Sales Playbook: A Comprehensive Guide Sales teams huddled around a screen, focused on their playbook, akin to a coach's game plan. Just as a coach meticulously plans each play for victory on the field, a sales playbook serves as your team's roadmap to success. Let's explore the essentials of crafting a robust playbook that empowers your team to achieve remarkable victories. Understanding the Sales Playbook A sales playbook is a comprehensive guide outlining your team's approach to selling. It amalgamates best practices, strategies, and tactics tailored to your organization, delineating roles, responsibilities, and objectives. Essential Elements of a Sales Playbook Sales Strategies and Tactics: Methods for customer engagement, including approaches for cold calls, email etiquettes, and effective face-to-face meetings. Customer Personas: Detailed descriptions of your ideal customers, enabling your team to empathize with their challenges and devise personalized solutions. Scripts and Templates: Maintain communication consistency with meticulously crafted scripts for calls and meetings, alongside email templates for diverse scenarios. Benefits of a Sales Playbook A meticulously crafted playbook offers a myriad of benefits: Streamlined onboarding for new reps Clear roadmap for sales activities Consistency in messaging and customer interactions Sales Plays to Include in Your Playbook Tailor your playbook to address specific sales challenges and opportunities with plays such as prospecting, lead qualification, and closing plays. Crafting an Effective Playbook Follow these steps to draft a playbook that empowers your team for success: Assemble a diverse team Define your sales philosophy Create customer personas Document the sales process with reps Develop strategies with team input Craft templates, scripts, and outlines Integrate training resources Set goals with management’s insight Keeping Your Playbook Up to Date Regularly refine your playbook to align with evolving market dynamics and customer needs. Conduct periodic reviews to ensure relevance and effectiveness. Conclusion Crafting a dynamic sales playbook is essential for equipping your team with the tools and strategies needed to navigate the ever-changing sales landscape. By following the guidelines outlined in this guide, you can create a playbook that not only guides but empowers your team towards unprecedented success.

What truly sets top-performing sales teams apart from the rest? It’s not luck or chance. It’s CADENCE, your key to closing more deals 🔑 It’s not just about timing — it’s about hitting the perfect tone, on the right channel, at exactly the right moment. With a ✨strategic sales cadence ✨ you control the entire sales process. Every call, email and message? Crafted with intention. Zero guesswork. Want the blueprint? Our latest guide breaks down the steps to build a winning cadence that turns prospects into deals. Real examples, expert tips, no fluff. Check it out 👉 https://lnkd.in/dZiRT8tz

What are the critical elements needed in a sales playbook? Learn more in our guide bellow 🚀 https://lnkd.in/dkG_6Ywn