World-class Revenue Leadership comes down to 3 things:
- Setting clear expectations, that if followed, your team will be successful 💯
- Relentlessly reinforcing winning behaviours + rewarding those who live the culture 👌
- Driving accountability when expectations are not met. Culture is defined by what happens when expectations are not met. 🏆
We set out to build Accord for Leaders & Sellers who strive for Execution Excellence! Which is why I'm personally so fired up about the launch of Execution Score & Criteria next week.
It honestly feels like the culmination of feedback from the most impressive revenue leaders I've met over the past 4+ years.
Focused on building a culture of high-performance? Check out the latest here to see what we are up to.
Sneak peek 🧐
We've been building A LOT... from Account Planning, MEDDIC adoption, Business Cases, Opportunity Management, Mutual Action Plans, Stakeholder Mapping, Content Management, etc
Everything needed to build & reinforce your repeatable Sales, Onboarding & CS motions.
After years working closely with the most ambitious Sellers, CROs, RevOps, and Enablement leaders… I realized – WE SCREWED UP!
Yes, we’ve been laser focused on the most important Value-Selling assets, Methodology frameworks, CRM integrations, etc. But we were missing 2 key ingredients required to drive a culture of execution excellence across leading revenue orgs, and I couldn’t be more excited to announce the launch of Execution Score and Execution Criteria:
- Execution Criteria defines what “great looks like” across each GTM motion.
- Execution Score measures the adoption of those best practices across each seller & segment.
With the launch of Execution Criteria and Execution Score, revenue leaders now have a simple way to translate what great looks across each of their unique Playbooks (from Mid-Market new business deals, to Enterprise cross-sells and SMB onboarding). Guaranteeing adoption of their winning processes & methodology across the field!
Let me know what you think!
- Ross
In this newsletter:
- 10/10 GTM Podcast - Latest Episodes with Stevie Case, Asad Zaman, Andrew Johnson, and Alli Sitkiewicz
- Masterclass Series - Value-driven Sales
10/10 GTM Podcast - Latest Episodes with Stevie Case, Asad Zaman, Andrew Johnston, and Alli Sitkiewicz
Awesome conversations with top revenue leaders from Vanta, Sales Talent Agency, Superhuman, and Built In. In our most recent episodes we chat about:
- Why creating a culture of problem solvers drives accountability and better outcomes
- Raising the bar for hiring
- Strategies for moving up-market
- Strategies for building predictability into your operating cadence
And much more.
Check out the full episodes below and subscribe to get alerted when new ones drop!
From Pro-Gaming to Revenue: The Power of Ownership with Stevie Case, CRO at Vanta
In this episode, Stevie and I discuss the importance of inspecting what you expect, establishing clear ownership, and why creating a culture of problem solvers drives accountability and better outcomes.
Putting in the Work & Raising the Bar with Asad Zaman, CEO at Sales Talent Agency
In this episode, Asad and I discuss the importance of putting in the work, raising the bar for hiring, and making product market fit (PMF) an ongoing concern.
Building a Culture of Trust & Transparency with Andrew Johnston, Head of Sales at Superhuman.
In this episode, Andrew and I discuss strategies for moving upmarket, fostering creativity in sales, and building a culture of trust and transparency.
Investing in Top Performers & Building Predictability with Alli Sitkiewicz, SVP of Sales at Built In
In this episode, Alli and I discuss the importance of controlling the controllables, investing in your top performers, and strategies for building predictability into your operating cadence.
Masterclass Series - Value-driven Sales
In our most recent Masterclass, leaders from Freshworks, OneTrust, and Redhat shared advice and recommendations on how to ensure your sales process isn’t just a framework in a Powerpoint or Salesforce, but an actionable playbook that drives quality revenue.
Maggie, Omer, Anurag, and I discussed a few key elements of value-driven sales:
Value Selling is More Than Just ROI Calculations:
While ROI is important, value selling is about understanding the customer's broader business objectives and delivering outcomes that align with their needs. It's a customer-centric approach that extends beyond financial metrics.
“People think that business value is in a business case.That it’s an ROI calculation, and it's not. it’s a very small part of the entire value motion” - Omer Krugman
Organizational Transformation is Key:
Value selling requires a shift in mindset across the entire organization, from sales and marketing to customer success. Everyone needs to be aligned on the importance of delivering value and outcomes to customers.
Empathy and Understanding are Required:
Deeply understanding the customer's challenges and goals is crucial for successful value selling. This requires empathy, active listening, and a willingness to go beyond surface-level conversations.
Measurement is Critical:
To track the effectiveness of value selling efforts, it's important to establish metrics that measure outcomes.
Top-Down Support is Essential:
A successful transition to value selling requires strong leadership support and a clear vision from the top. This helps ensure that everyone is aligned and committed to the change.
