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Investor Blog
Our investor content is focused on helping you gain insight into what may be hindering sales growth in your companies. We provide thought leadership around ways you can continue to help your portfolio companies accelerate revenue growth.
Categories: Scaling Sales
As an experienced investor, you understand that aligning a portfolio company's sales organization around go-to-market (GTM) shifts is critical. Most strategic changes aimed at improving a portfolio company’s competitive position in the market will likely demand alignment with their sales organization. Consider a buyer-focused framework that’s proven to help portfolio companies align their sales organization behind company goals in a way that supports front-line sales success. Assess the four essential questions everyone in your portfolio company should have consistent answers to. Leverage these questions to help your portfolio company leaders streamline the process of equipping sales with what’s needed to execute on the front line.
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Categories: Scaling Sales
The fastest route to business predictability starts with a healthy sales pipeline and a consistent deal qualification process. When implemented correctly, MEDDICC enables company leaders and investors to have an accurate view of forecasted revenue, on any given day. Consider how you and your portfolio company leaders may be able to implement MEDDICC to sharpen your strategic decision making process and improve your ability to accurately forecast the business. As you guide your portfolio company leaders on next steps, share these insights with them to help them identify if a MEDDICC initiative is the right approach to their revenue predictability challenges.
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Categories: Sales Messaging | Sales Productivity | Scaling Sales
Experienced investor partners have an opportunity to help portfolio companies generate consistent alignment on their buyer-focused messaging. Generating a value-driven sales message can have a strong impact in helping sales organizations align to support rapid growth. Establishing and implementing a value-selling approach to the sales message has supported NS1’s sales organization in driving revenue growth. Their Chief Operating Officer, Brian Zeman, said, "If you’re going to hire people, grow your business, spend millions of dollars on talent, it’s simply not worth it if you don’t have a solid methodology in place to make them productive."
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Categories: Scaling Sales
For investors, helping portfolio company leaders quickly define their biggest opportunities to improve sales execution and accelerate growth, may be one of your first priorities. The challenge often lies in guiding your portfolio company leaders to develop the processes, training and tools necessary to execute a sales transformation initiative that truly moves the needle. In my experience working with investor firms and their portfolio company leaders, investing early in scalable, value messaging framework has enabled them to increase revenue per rep and time-to-productivity (of new hires) dramatically. If your portfolio company is pursuing a sales messaging transformation, this framework approach may help them equip their sales teams with an easy-to-use tool that enables them to execute at the buyer level repeatedly.
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