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Live Panel - May 20, 2020
Embracing the new normal
This special event brought together two highly respected industry analysts Craig Rosenberg, Co-founder and Chief Analyst at TOPO Research, and Dan Gottlieb, Sales Practice Analyst at TOPO Research, as well as B2B marketing veteran Kristin Hersant, Vice President of Marketing at Groove.
This Digital Panel with TOPO Research was sponsored by Groove.
Embracing the New Normal: What Revenue Leaders Need to Do Today to Ensure a Successful Tomorrow
Revenue leaders have scrapped their 2020 plans and are starting again with a new set of variables. And, so far, B2B sales leaders are proving that there is an opportunity to thrive through change. Revenue teams have become more versatile overnight. They’re more targeted, analyzing the evolving profile of how the dynamics have shifted in their target markets. Bureaucratic decision-making systems have faded and nimble teams have emerged that operate with limited friction. They are implementing systems to operate in full alignment with other teams, smashing down silos to create visibility and implementing ideas that were never before possible. They are determining how they can redesign the entire organization to sustain these changes and set themselves up for growth today and tomorrow.
This effort requires efficient, bold, imaginative change management processes. TOPO recently unveiled a three-phase change management framework for B2B revenue leaders: stabilize, reinvent, and grow. In this webinar, TOPO Analysts presented their recommendations for what B2B revenue leaders should do in each stage of this change management framework and share stories about the bold executive vision that is setting these companies up for sustained change, now and for the future.
With a data-driven approach, organizations can use technology to identify and close skill gaps early, and make meaningful connections from improved readiness to increased revenue.
Here are the slides from the event.
Missed the event live? Or still have more questions? Craig, Dan, and Kristin took some time post-event to answer everyone’s individually submitted questions. View their video answers here.
Key Takeaways -
Digital transformation is the new goal. If you don’t do it well and do it fast, you’re done. Sales engagement tools are the resource that allows us to implement change on the front lines and then collect data on the market. We can learn in real time how they’re engaging and responding.
Culture has made it through the crisis. The good cultures have made it through, and even thrived, in this pandemic. Those who were slacking? Well, they’re not doing great.
If your sales team isn’t making their numbers, that’s when culture truly gets put to the test. The old school sales method of yelling at your bullpen doesn’t work anymore.
Don’t just have culture for the sake of culture. A motivator for a good culture is sales technology. Use data to make decisions intentionally, effectively, transparently, and objectively.
The generalist is making a comeback. If your team needs to pivot, you don’t need 5 specialized team members, you need 5 generalist rockstars. Reassess your hiring process. What can you teach? What can’t you teach? Remember that communication is key.
“Technology should be built for speed, versatility, and resiliency.” - Craig Rosenberg