With the aftereffects of the pandemic and the global recession, 2023 has been so far a challenging year. In order to maximise the growth of their companies, Tech Sales Leaders need to focus on 5 important things:
1. Communication
The layoffs have caused stress and anxiety. Employees are all wondering if more workforce reductions are to be expected. In this context, communication is key to maintaining workers' trust and a culture that values collaboration and accountability.
2. Sales Cycle
With a down economy, closing deals comes with more challenges. First, more help is required from marketing to bring more leads at the top of the funnel. Secondly, a greater focus needs to be put on qualifying leads so that conversion rates can be improved.
3. Customer Experience
The focus needs to be on the Customer Journey. BDRs, AEs, CSMs, and Support must collaborate to ensure great handovers and great communication with prospects and customers.
Customer advocates must be cherished and leveraged more.
4. Segments & Usage-Based Pricing
Sales cycles have increased more in the Enterprise space than in SMB or Mid-Market. Usage-based companies have experienced longer sales cycles due to the perceived risk around the lack of predictability of the price model.
5. Data-Driven Decisions
In this current context, it is critical to stay focused on the bottom line. Therefore, being able to use reliable data is a must to maintain the upward trajectory and to stay agile.
"Always remember, your focus determines your reality." George Lucas
Liliane
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