July 17, 2020

Sales Execution

How to Reposition Your Value Offering with Buyers New Needs

Molly St. Louis

Molly St. Louis

Molly St. Louis
Molly St. Louis

Senior Producer

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Enterprise sales cycles are long and complex, spanning anywhere from 6,12, or 18+ months with a multitude of different stakeholders and priorities. If you’re an enterprise sales rep it’s likely your prospects initiatives pre- and post-COVID look drastically different. The sellers who are quick to pivot with their buyers’ new needs and engage with authenticity will have success.

COVID-specific pipeline segmentation is now a must-do activity for sales teams. By separating prospects into new categories based on the economic impact of the pandemic, reps can create a strong value proposition that aligns with the new needs of your business.

In previous blogs, we outlined the value and time savings in separating prospects by headwinds and tailwinds. Headwinds, in this context, are companies that lost business due to COVID—they’re pushing hard against winds blowing them back, while tailwinds are those businesses that have reaped an increase in sales. Both have likely had a shift in strategic priorities; certain products are now in higher demand and new verticals now need more attention.

In this one minute video, Extreme Networks’ SVP of Sales Strategy, Business Development and Operations, Matt Cleaver, explains that offering products that directly support your buyers’ new priorities will demonstrate you understand their changing business and increase the likelihood of closing:

Join the Masters of Revenue

Masters of Revenue will be addressing more pressing topics in the weeks ahead and we’d love for you to join the conversation. If you’d like to attend, please email Mayra Delgado at mayra@clari.com and Nick Bennett at nick@clari.com. And as always, please stay safe, stay focused, and stay connected!


Okta: Forecasting and Pipeline Management

Learn how Okta took a “balanced pipeline” approach for achieving quota in current and future quarters to support its impressive growth plan and impending IPO

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