🏗️ Vince Heaton

With 40 GTM workshops – where do you start? Here’s an overview of the Centrae PE Revenue Acceleration Framework. Some people call it a “PE Portfolio Company Playbook” or a “Toolkit”. Either way, it’s a proven approach to growing revenue for lower middle market companies. We start with an assessment, then guide the company through a learning plan to leverage the right workshops for their business. Here are just a few: 1.   Market Research -TAM/SAM -Ideal Customer Profile -Buyer Persona -Buying Process Maps -Value Proposition 2.   Sales Fundamentals -Sales Revenue & Budget -Sales Org Design -Talent Hiring & Onboarding -Territory Design -Compensation & Quota -Pricing Strategy -Channel Strategy -Sales Leadership -Customer Success 3.   Marketing Fundamentals -Lead Management -Strategic Brand Direction -Marketing Org Design -Campaign Strategy -Content Strategy -Digital Strategy -Product Naming 4.   Sales Execution -Prospecting -Opportunity Management -Deal Desk -Configure, Price & Quote -Channel Optimization -Sales Operations -Technology Stack -Key Account Enablement -Win Strategies -Sales Plays & Playbooks 5.   Marketing Execution -Buyer & Competitive Positioning -Lead Management -Content Development -Product & Marketing Launch -Campaign Build -Customer Marketing -Account Based Marketing -Field Marketing -Agency Marketing -Marketing Operations Any other Commercial/GTM/Revenue Growth in your toolkit?

11

2 Comments

What are your thoughts on seeing their deals mapped out in a deal velocity scorecard? This is part of the performance dashboard we're building for MidFunnel. The idea is that sellers can see how their deals are faring. Managers can quickly get a pulse on deal progress. The velocity is calculated based on the responsiveness of communication. Next we're considering adding qualitative insights on prospect eagerness as well. #sales #sales-tech

17

1 Comment

Sales Friends- How many times in a sales conversation do you qualify your prospect's level of interest? ReplayzIQ has unearthed that top sales reps will qualify their prospect's level of interest 3-5 times in a 45 minute Discovery or Demo call. What does 'qualifying their interest' mean exactly? It means taking a temperature check of your prospect throughout the call to see if they genuinely appear to be seeing value and whether they are identifying with the pain you are solving. Are they leaning in or out? Are they hot or cold on your solution's ability to solve their unique painpoints? Why is this important? None of us are mind readers. So why not just ask how your prospect is feeling about what you've unearthed so far? This gives you the ability to address what is on their mind right there and then. A lot of the time your prospect won't volunteer this info unless you ask. AND unless you ask in the right way. What can this sound like? "Based on what we've discussed so far, it sounds like our solution could immensely help you with ________ (insert the pain you identified here). What do you think?" "So is this feeling like a fit for you?" "How does this stack up with how you are doing it today?" "Is there anything you were hoping our solution would do that you haven't seen so far?" ReplayzIQ uses AI to analyze hundreds of sales calls per hour. We've trained ReplayzIQ to unearth the patterns that lead to success. This one skill consistently shows up as a differentiator of top-performing sales reps. What other qualification questions do you use? Weave in 3-5 of these gems in your next sales convos and you will see the difference. Crush it today my friends! 🙌 #sales

12

3 Comments

The top 5 mistakes I see life science sales leaders make: 1️⃣ They are always "too busy" The most impactful thing a manager can do is spend time coaching their reps. But too often, managers are caught up in other meetings that are irrelevant to their most important and impactful tasks. As a leader, you need to give your managers air cover from superfluous meetings. A manager should never be "too busy" to proactively coach their reps 1:1. 2️⃣ No playbook It's rare to find a company that has a documented system of what good looks like. It's your job as a leader to document everything so there are clear examples how each rep should perform in different scenarios. Ex: have a discovery playbook that outlines how to prep for a call, what questions should be asked, what are the ideal next steps, how to handle your top 10 objections, etc... 3️⃣ Reactive coaching Most managers and leaders spend their time giving feedback on calls or meetings. While this is a great way to coach, the best way to coach is to focus on the preparation. Help them prepare for the big call they have and role-play different scenarios. This way they're prepared for the call and can implement coaching immediately. 4️⃣ "One-size fits all" training Most sales training is organized where you bring the whole team together to get taught the exact same concepts. While it's an "easy" way to train, it's not effective. Each rep has unique skills and experiences. Training programs should be built for the individual vs the team as a whole. 5️⃣ Don't invest in tools and technology I've seen 500-person companies that don't have a CRM. I've seen 50-person sales teams that don't have a sales engagement platform and send emails manually out of Gmail or Outlook. There's no excuse to not invest in the tools and tech to make your team the most efficient. What else would you add to the list?

10

4 Comments