Our salescape has changed. Einstein is not needed to tell us that access to buyers attention has changed, sales cycles are elongating and predictability is diminished. Professional sales needs faster adaptation with higher resilience. “The thinking that got us to where we are is not the thinking that will get us to where we want to be.”
Challenges
What worked over the last 6 quarters will not work beyond the next 3. Adaptation speed will be critical.
Buyer attention is shorter and access increasingly difficult
Markets are more competitive. Buyers more self educated (often over half way in the buying process before sales teams gain access and potential to influence)
Multi generational sales organisations have different needs. ‘Mirrored’ in buying committees to.
ROI and change metrics to show change have previously been uncaptured or difficult to track
Deal cycles are longer. Including procurement, legal and compliance.
Past wisdom and even trusted frameworks potentially less relevant
Inspiration and innovation sources for tech sales are limited, lack independence or are scrambling to keep up.
WHat do we do?
Committed to building and delivery of fresh ‘new era’ and next generation sales enablement. Sales Transformational training and consultancy for organisations selling B2B tech, software (including as-a-service), professional services and cyber security to enterprises. Specifically the sale is complex and deal sizes are $200k - $20 Million direct or in sell through or with partner motions. Where there is determination for specific impact and ROI metrics, captured and tracked for analysis to show the before and after.
Testimonials:
Univity
Univity has a unique understanding of sales productivity. Delivering training, change programs and consultancy. Predicting what will be needed next, a way to get there by knowing the buyer behaviour, context, people, patterns,’pulse’, market, data and process. Executing to make the difference for the transformation ahead (Individual, Team and Organisation)
Bobbi
Founded by Bobbi Montgomery Heath. She has significant present tense sales and sales enablement leadership experience. Predominantly in complex technology solution sales typically in software, security and –as-a-service space. She is passionate and strongly believes in sales is a profession. That sales enablement and programs need to be as practical, real and engaging as possible for true change.
