25 Feb 3 Components for Revenue Growth in 2022
Anders Holmberg from GetAccept shared the three most important factors for winning bigger deals & achieving meaningful revenue growth in the current environment. Let’s find out more.
In February 2022 we staged another Sales Confidence online event for sales leaders. Again, we had a superb line-up of sales leaders sharing exclusive insights into the industry. We’ve put some articles together, so even if you couldn’t be there, you can still get inspired.
Anders Holmberg is Chief Sales Officer at GetAccept – the all-in-one digital sales room platform for remote selling.
Being in the remote selling business, Anders is uniquely placed to offer insights into how we sell right now. In his 7-minute talk, Anders shared with the Sales Confidence audience the three most important things to focus on as we adapt to the current environment.
‘If you’re a sales leader like me, you’ll agree that while there are so many opportunities out there, there are also some unique challenges. Remote selling is probably here to stay, so we need to think in new ways.’
For Anders, sales is HR and HR is sales. Everything starts with your sales team. Your team needs to be in the workplace, and your people need to be engaged.
Right now, there is a huge demand for talent. It’s never been harder to recruit top performers. So, focus on your hiring and think about how you will attract the best people to help achieve your revenue growth. For example, salespeople today want to know that there’s a career path for them. So, before they even join your team, show them where the next steps are and how they can get there.
Now is the time to rethink the way you do business. Buyer centricity is everything in today’s marketplace. You should always think about how your prospects and customers perceive you, not the other way round.
You’re probably using a methodology like SPIN, MEDDIC or Challenger Sales. Think about how you can tweak your methodology to put the buyer at the centre of everything you do. In an industry where the products we sell are roughly similar, let the customer experience you create be your differentiator. For example, could you use video, social media or even GIFs to stand out?
We all know that data is gold. How you use the data inside your team is key to your performance.
Firstly, focus on your sales machine metrics, your new opportunities created, ACV, hit rate etc. When you’re in control of your numbers, it gives you a foundation to work on. Slight alterations can lead to big improvements.
You should also concentrate on the data when creating your ideal customer profile, customer personas and segmentation. Things change quickly; customers develop over time, so keep an eye on your data so you can keep your personas updated.
Don’t be afraid to double down on what works.
Over to You
I hope Anders’ tips will help you boost revenue in this unique but challenging time. But now, we want to know what you think.
What’s working for you right now? What trends do you see emerging that the Sales Confidence community need to know about? Let us know in the comments below.