March 31, 2017

How to Optimize Your Sales Process. With Bridget Gleason. #420

Bridget Gleason is VP of Sales for Logz.io and my regular guest on Front Line Fridays.

KEY TAKEAWAYS

[1:15] A sales process is subject to iterative improvement. Is it scalable? Do your salespeople have, or need, the skills to handle inbound and outbound? Examine historic sales data, from lead to close. Identify where the process needs change.

[6:24] Bridget’s team receives inbound and makes outbound calls. Outbound is tasked to reach into various departments of the prospect. SDRs help supply the inbound leads.
[9:12] A Logz.io sale usually starts with the manager of the end user, and it is critical for the account executive to involve other buyer contacts with more authority, to align the sales process with the buying process, from the beginning.

[11:19] Bridget discusses exit criteria for each stage of the sales process. How does the salesperson shepherd the buyer along the buying process, by inviting legal, security, procurement, and budget contacts to buy in?

[13:35] Has Logz.io settled on one sales methodology? Bridget talks about her Xerox training and SPIN Selling methodology. She also invokes Sandler training as an example.

[16:38] What parameters influence the choice of sales methodology? Are there great differences between most sales methodologies?

[18:29] What about compensation? How do you balance the needs of the company with motivating individuals? How does personal growth opportunity balance direct compensation?

[21:46] Is compensation the ultimate determining factor of performance motivation? Bridget reveals her opinion.