Venkataraman Subramanyan’s Post

Breaking Down Silos: The Power of a Symbiotic Relationship Between Sales and Marketing: I've unfortunately worked with several marketing leaders who consider their sales teams to be useless and interchangeable, but here's the truth. Early in my career, I received invaluable advice: Being an open door, and not a doormat, to the sales team can bring incredible value to your marketing strategy. This advice has always served me well. Navigating the expectations of corporate and the reality of the market to ensure we’re bringing in qualified traffic and targeting the correct channels has brought the organizations I’ve worked for tremendous success. 🏡💪 Check Out the Blog: https://lnkd.in/gzzjaBft By building a strong relationship and gaining a thorough understanding of the challenges they face with certain aspects of the product, we can: Leverage Client Stories: Sales teams hear firsthand what clients need and value, providing us with insights to craft campaigns that truly resonate. 🏆 Set Achievable Metrics: Collaboration helps in setting realistic, achievable sales metrics that drive us to excel. 📈 Foster Team Synergy: A unified approach ensures aligned goals and maximized efforts for success. 🤝 The ultimate reward? Blasting past those goals and celebrating our wins together! 🎉 Let’s break down those silos and embrace a symbiotic relationship between sales and marketing. Together, we can achieve greatness. 🌟 #MarketingAndSales #Teamwork #BusinessSuccess #MarketingStrategy #SalesInsights #CollaborateToInnovate Kathryn Pascuzzo

SPANCOS the sales process involves understanding the process of customer's needs and wants. Key Accounts Management (KAM) provides building strategic business relationships, and finding decision making process within an organization. Here are key components of my strategic selling workshop: 1. Identifying Key Decision Makers : Recognizing all the individuals involved in the buying decision, including decision-makers, influencers, and users. 2. Understanding Customer’s Needs And Wants : Gaining a deep understanding of the customer's business, challenges, and goals to tailor the sales approach accordingly. 3. Building Strategic Relationships : Establishing strong, trust-based relationships with key stakeholders to facilitate smoother negotiations and decision-making. 4. Solution Selling : Positioning the product or service as a solution to the customer's specific problems or needs rather than just a commodity. 5. Competitive Analysis : Analyzing competitors' strengths and weaknesses to better position your offering and anticipate objections. 6. Value Proposition : Clearly articulating the unique value and benefits of your product or service, demonstrating how it meets the customer's needs better than alternatives. 7. Sales Process Management : Using a structured process to manage and track sales activities, ensuring consistent and efficient progress through the sales cycle. 8. Closing Strategies : Employing effective techniques to close deals, addressing any remaining concerns, and securing commitments from the customer. #strategicsales #startwithwhat #jugalraytraining

In today's complex business landscape, aligning business development representatives (BDRs) with marketing and channel strategies is more crucial than ever. As organizations juggle various lead sources—from marketing efforts to channel partnerships—the challenge of accurately attributing success to these sources intensifies. A key insight into solving this challenge lies in adopting an "influence attribution" model rather than the traditional first-touch or last-touch attribution methods. Influence attribution acknowledges the collaborative efforts of all parties involved throughout the sales process, shifting the focus from claiming ownership of leads to collectively driving deals to closure. This approach not only clarifies the attribution process but also enhances teamwork across departments. By setting targets based on influence, organizations encourage their BDRs, marketing teams, and channel partners to work synergistically. This collaborative environment fosters a more unified effort towards common goals, facilitating not just lead conversion but also contributing significantly to revenue growth. The shift from individual to shared success metrics ensures that all parties are motivated to contribute their expertise and resources throughout the sales cycle. This not only optimizes the pipeline but also improves revenue outcomes, as teams are no longer working in silos but are incentivized to support one another in driving deals across the finish line. For organizations looking to maximize their sales and marketing efforts, adopting an influence attribution model could be the key to fostering collaboration, enhancing transparency, and driving collective success. #BusinessDevelopment #MarketingStrategy #ChannelPartnerships #SalesEnablement #InfluenceAttribution #BDR

𝐁𝐮𝐢𝐥𝐝𝐢𝐧𝐠 𝐬𝐭𝐫𝐨𝐧𝐠 𝐫𝐞𝐥𝐚𝐭𝐢𝐨𝐧𝐬𝐡𝐢𝐩 𝐚𝐧𝐝 𝐞𝐱𝐩𝐚𝐧𝐝𝐢𝐧𝐠 𝐭𝐡𝐞 𝐬𝐚𝐥𝐞𝐬 & 𝐦𝐚𝐫𝐤𝐞𝐭𝐢𝐧𝐠 𝐢𝐬 𝐞𝐬𝐬𝐞𝐧𝐭𝐢𝐚𝐥 𝐟𝐨𝐫 𝐧𝐞𝐰 𝐛𝐮𝐬𝐢𝐧𝐞𝐬𝐬 𝐝𝐞𝐯𝐞𝐥𝐨𝐩𝐦𝐞𝐧𝐭 𝐨𝐟 𝐭𝐞𝐜𝐡𝐧𝐢𝐜𝐚𝐥 𝐏𝐫𝐨𝐝𝐮𝐜𝐭𝐬. The pointers in this direction are - 👉 𝐁𝐮𝐢𝐥𝐝𝐢𝐧𝐠 𝐫𝐞𝐥𝐚𝐭𝐢𝐨𝐧𝐬𝐡𝐢𝐩𝐬 𝐰𝐢𝐭𝐡 𝐩𝐨𝐭𝐞𝐧𝐭𝐢𝐚𝐥 𝐜𝐮𝐬𝐭𝐨𝐦𝐞𝐫𝐬, industry influencers, and partners is needed to expand market reach and drive business growth. 👉 𝐀𝐭𝐭𝐞𝐧𝐝𝐢𝐧𝐠 𝐢𝐧𝐝𝐮𝐬𝐭𝐫𝐲 𝐜𝐨𝐧𝐟𝐞𝐫𝐞𝐧𝐜𝐞𝐬, 𝐭𝐫𝐚𝐝𝐞 𝐬𝐡𝐨𝐰𝐬, and webinars is crucial for cultivating relationships with potential clients. 👉 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫-𝐜𝐞𝐧𝐭𝐫𝐢𝐜 𝐢𝐧𝐧𝐨𝐯𝐚𝐭𝐢𝐨𝐧 𝐝𝐫𝐢𝐯𝐞𝐬 product development and enhances customer satisfaction without which the products will require lot of push at the customers. 👉 𝐄𝐱𝐩𝐥𝐨𝐫𝐞 𝐬𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐜 𝐩𝐚𝐫𝐭𝐧𝐞𝐫𝐬𝐡𝐢𝐩𝐬 𝐭𝐨 𝐞𝐱𝐩𝐚𝐧𝐝 𝐦𝐚𝐫𝐤𝐞𝐭 𝐫𝐞𝐚𝐜𝐡 and enhance product offerings. This will allow team work where both the parties are involved in the process efficiency ending with a win win situation. 👉 𝐍𝐞𝐞𝐝 𝐭𝐨 𝐜𝐨𝐧𝐭𝐢𝐧𝐮𝐨𝐮𝐬𝐥𝐲 𝐚𝐧𝐚𝐥𝐲𝐳𝐞 𝐦𝐚𝐫𝐤𝐞𝐭 𝐭𝐫𝐞𝐧𝐝𝐬 and customer preferences over a period of time to identify new opportunities and solutions for new avenues of business growth. 👉 It is 𝐞𝐬𝐬𝐞𝐧𝐭𝐢𝐚𝐥 𝐭𝐨 𝐞𝐱𝐩𝐥𝐨𝐫𝐞 𝐧𝐞𝐰 𝐦𝐚𝐫𝐤𝐞𝐭𝐬 where there is a demand. Identifying and penetrating untapped markets with a product capable of creating a substantial impact is crucial for business growth. 👉 𝐃𝐞𝐯𝐞𝐥𝐨𝐩𝐢𝐧𝐠 𝐜𝐨𝐦𝐩𝐥𝐞𝐦𝐞𝐧𝐭𝐚𝐫𝐲 𝐩𝐫𝐨𝐝𝐮𝐜𝐭𝐬 𝐨𝐫 𝐬𝐞𝐫𝐯𝐢𝐜𝐞𝐬 that effectively work together at every stage of the process can significantly enhance revenue generation for the business. 👉 To optimize profitability while maintaining a competitive edge, pricing 𝐬𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐞𝐬 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐫𝐞𝐟𝐢𝐧𝐞𝐝 based on market research to deliver maximum value to customers.

If Sales is "influencing a decision", then Business Development is "enabling the buying process". In Business Development, you are helping frame how to think about problems. The job is to get the audience to a clear, compelling narrative about what to do next. Top Consultants, Field Access, and Medical teams know to multi thread, or cross-pollinate ideas amongst the end users, their managers, and budget holders before making the ask. This is because when you have a mastery of how teams within an organization work, what the decision making process looks like, and what key factors trigger action, you’re showing respect for their process. What this does is to help bring to light a unique insight or position that is: 1) relevant 2) has a functional benefit 3) improves your clients' reputation, and 4) helps them achieve their goals 5) while making collaboration a seamless effort so your internal champions do the selling for you, when you are not in the room. When you can help your champion anchor the client team using their vernacular, aligned with their processes, then moving agendas forward becomes more like sending internal memos than pitches. Try it and if you’re doing this now, let me know how it’s going and where we can elevate dealmaking!

Managing the different buyer roles in the sales process can be a game-changer when it comes to closing deals and building long-term relationships. Each buyer role has its unique influence, and understanding how to navigate these roles can make all the difference. 𝗖𝗵𝗮𝗺𝗽𝗶𝗼𝗻𝘀: These are your allies within the organization. They believe in your product or service and are willing to advocate for it. My experience has shown that cultivating relationships with champions helps create internal support for your solution. 𝗜𝗻𝗳𝗹𝘂𝗲𝗻𝗰𝗲𝗿𝘀: These individuals might not make the final decision but hold significant sway in the process. They often guide the conversation. I’ve found that keeping influencers informed and engaged with valuable content helps keep the momentum going. 𝗘𝗻𝗱-𝘂𝘀𝗲𝗿𝘀: They’ll use the product or service daily. It’s important to listen to their needs and concerns since their feedback can influence the decision. By addressing their pain points early on, you can ensure they’re on board with the solution. 𝗕𝗹𝗼𝗰𝗸𝗲𝗿𝘀: These individuals can slow down or even halt the decision-making process. I’ve learned that approaching blockers with clear, logical solutions and addressing their concerns proactively is key to overcoming their resistance. 𝗘𝘃𝗮𝗹𝘂𝗮𝘁𝗼𝗿𝘀: They assess the product or service and compare options. I’ve found it beneficial to provide data-driven insights and case studies to help evaluators see the tangible benefits of choosing our solution. 𝗗𝗲𝗰𝗶𝘀𝗶𝗼𝗻-𝗺𝗮𝗸𝗲𝗿𝘀: Ultimately, these individuals make the final call. It’s essential to demonstrate ROI and long-term value in your pitch. Managing all these roles requires a personalized approach. How do you manage these roles in your sales process? Share your experiences in the comments! Follow me, Rahul Nair, for more insights! #SalesStrategy #SalesProcess #BuyerRoles #BusinessGrowth #CustomerSuccess #SalesTips #SalesLeadership

What is your baseline for daily engagement? The first question that came up on a recent discov calls. My answer: depends on your priority. I’ve listened to prospects talk about their engagement priorities. Often, the aim varies from: Visibility Account growth Lead gen 1) if account growth & visibility are your goals, aim for quantity. 2) if lead gen is your priority - aim for quanlity + outreach. And, you can mix both approaches. Above all, have a system that helps you track your engagement and outreach efforts so you can learn what goal to prioritize at each point of your progress. p.s I do follow a specified daily engagement baseline for my clients. It helps them to maintain consistent interaction and stay top of mind with their targeted audience. Want to talk about baseline or custom engagement plan with me? See the comments for a priority discov call link. ----- Throwback to LT hyping my quality comments on our first week of working together.

𝐋𝐞𝐬𝐬𝐨𝐧𝐬 𝐟𝐫𝐨𝐦 𝐒𝐩𝐞𝐜𝐢𝐚𝐥𝐭𝐲 𝐒𝐚𝐥𝐞𝐬 𝐓𝐞𝐚𝐦𝐬: 𝐀 𝐃𝐞𝐞𝐩 𝐃𝐢𝐯𝐞 𝐢𝐧𝐭𝐨 𝐓𝐚𝐫𝐠𝐞𝐭𝐞𝐝 𝐒𝐚𝐥𝐞𝐬 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐞𝐬 Specialty sales teams focus on niche markets or specific customer segments, employing targeted strategies to maximize effectiveness. Understanding their approach can significantly enhance your sales tactics. Here are key lessons learned from these teams: Focused Objectives: Specialty sales teams operate with clear, focused objectives, allowing them to develop deep expertise in their specific area. This focus leads to higher conversion rates as they tailor their approach to meet precise needs. Tailored Communication: Effective communication is critical. These teams excel in personalizing their pitch, addressing the unique pain points and needs of their target audience. Strategic Follow-Up: Consistency in follow-up is a hallmark of specialty sales teams. Their ability to maintain engagement with potential customers through persistent, value-driven communication sets them apart. Data-Driven Insights: Specialty teams leverage data analytics to understand customer behavior and preferences, enabling more accurate targeting and strategy adjustments. Collaborative Approach: These teams often work closely with other departments, such as marketing and product development, to ensure a cohesive strategy that resonates with the target market. Continuous Improvement: Specialty sales teams regularly review their performance and seek feedback, fostering a culture of continuous improvement and adaptation to changing market conditions. 🌟 Why This Matters for You Implementing lessons from specialty sales teams can elevate your sales strategies, leading to more efficient processes and higher success rates. 💬 Want to share your experiences with specialty sales teams? Let's discuss more in the comments! 📧 Looking to refine your sales tactics with insights from specialty sales teams? Reach out to discover how we can optimize your sales strategy. #SpecialtySales #SalesStrategies #CustomerEngagement #DataDriven #TailoredCommunication #StrategicFollowUp #ContinuousImprovement #CollaborativeApproach

Thrilled to delve into the world of sales-marketing alignment in my recent read on LinkedIn. Reminds me of a symphony where each instrument plays a crucial role to create harmony, in this case, between sales and marketing teams. Here's a snapshot of the key takeaways that got me thinking: - Alignment should start at the top, emphasizing leadership's crucial role - The switch from the "baton pass" era to the current account-based experience is a game-changer - Shared metrics and definitive success criteria are the guiding stars in this journey - The power of communication: solving complex issues through open dialogue - Futuristic alignment: a cornerstone for seamless customer journeys and optimized resource allocation Embracing alignment isn't just a trending topic; it's becoming indispensable for success in the dynamic B2B landscape. Are you onboard with this transformative narrative? https://lnkd.in/gEE2d94h