Customers

Improving revenue per sales rep requires a mix of traditional and innovative, best-in-class levers. Examples include territory and quota optimization, enhanced customer segmentation and persona development, guided selling and “next best action”, predictive product and CPQ recommendations, autonomous sales support, and personalized use case summaries.

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Direct sales reps should spend a majority of their time understanding the needs of the customer and building relationships. A strong pre-sales / sales ops organization that can enable direct sales reps with critical customer insights and analytics, outreach tactics, a well-informed CRM, and sales journey orchestration can free up direct sales reps to do what they do best.

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Reducing lead-to-close time often requires rethinking of the entire sales org and op model. Levers such as streamlining of marketing qualified lead (MQL) to sales qualified lead (SQL) processes, implementing leading sales enablement tools, improving sales and marketing alignment, providing sales reps with personalized and targeted collateral, and optimizing approval processes can support a reduction in lead-to-close time.

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Reducing configure-to-quote cycle time requires more than just implementing a global CPQ software. A substantial reduction also requires streamlining and automating the product configuration process, centralizing product information (e.g., specifications, availability) into an accurate and easily accessible system, and setting up a deal desk to standardize and enforce pricing guidelines.

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