Seasons of GrowthHow to Prepare and Position Your Company for Success

John Kaplan | October 26, 2018

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Key Topics • Growth Challenges

• Sales Effectiveness and Growth Stages

• Leadership Best Practices for Growth

Seasons of Growth

HUNTERS ZOOLOGISTS

Knows the Target Knows the Map

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Common Growth Challenges

Inside Sales to Field

Direct to Channel

Delivery to Cloud

Landing and Can’t Expand

Perpetual to Subscription

Growth Decision

Points

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The Force Management Point-of-View

Customer Engagement

Sales

Message

Articulating Value& Differentiation

Sales

ProcessQualifying, Advancing, and

Closing Opportunities

Management Operating Rhythm

Sales

Planning

Maximizing Revenue inTerritories & Accounts

Sales

TalentSelecting, On-Boarding, and

Retaining Top Performers

The Company &Sales Leadership

Inside Sales &Support Teams

Field Sales &Support Teams

Channel &Distribution Teams

The Buyers

Right Message

Standardize Sales Process and Talent

Scale and Drive the Business

Startup

Foundation

Expansion

Translate Vision to the Sales Conversation

Right People Doing the Right Things

Right Priorities

Sales Growth Stages

Leading Through Growth

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Manage the Tension

Deals vs. Process

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Extreme Ownership

You Have to Do the WorkMake the Why a Priority

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Assess Your Sales Organization

Sales Messaging Sales and Management Planning

• Does your sales process align to your customer buying stages?

• Do your sales teams understand the qualified activity needed by sales stage and by role?

• Are there customer verifiable outcomes defined for each sales stage?

• Is there company-wide clarity on the qualification criteria?

Sales Process

• Is there clarity on how to build pipeline and what an ideal customer is?

• What % of your reps are hitting quarterly and annual quotas?

• How efficiently are key accounts covered? (user and non-user)

• How accurately are you forecasting our business?

• What problems do you solve?

• How do you solve those problems?

• How do you do it differently or better than the competition?

• Where have you done it before?

Sales Talent• Is there clarity on what success looks like in each role?

• Why have you hired the wrong people in the past?

• Why do you lose key talent?

• Why would someone want to work in your company?

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What You Do

MATTERS

Leading Through Growth: Lessons from the Experts

Alison ElworthyVP of Customer Success

HubSpot

Brian AhernChairman and CEO

Threat Stack

Kara GilbertChief People Officer

Turbonomic

Mike McGuinnessEVP of Sales

Veracode