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Welcome to the Big Leagues: Secrets of Private Equity-Backed Scaled Sales Excellence
Welcome to the Big Leagues: Secrets of Private Equity-Backed Scaled Sales Excellence
Want to access sales performance excellence secrets from the big dogs?
In our upcoming masterclass, Pete Kazanjy (Co-Founder and CRO at Atrium) and AJ Gandhi (Chief Growth Officer at Marlin Equity Partners) will share their expertise on driving high performance in one's scaled sales organization.
AJ and his team are responsible for driving high performance in the sales organizations of 200+ portfolio companies with approximately $9 billion in capital commitments. Prior to Marlin Equity, he led Sales Strategy at Salesforce, Sales Operations at RingCentral, and Enterprise Sales at Lattice Engines. He also consulted at top firms like Goldman Sachs and McKinsey & Company.
If you're a leader at a private-equity-backed company, come learn what a CGO at Marlin Equity dictates as the metrics of a high-performing sales organization and how he measures success in his private equity-backed companies.
If you're not from one, come hear from the big dogs–learn how they do it and what steps they take to secure success within their sales teams.
DISCUSSION TOPICS
In this session, Pete and AJ will unlock the secrets of how successful private equity-backed companies...
Introduce the Right Leadership
Strategize and Drive Cross-Sell
Raise Performance Tempo
Measure and Maintain Success in High-Performing Sales Organizations
Key Takeaways
Differentiate Your Sales Offering: Underpinning successful sales operations is the ability to stand out and differentiate your company from competitors. Positioning, messaging, and offering unique insights are instrumental in making prospects stop in their tracks. Grab attention and effectively capture it. Be phenomenal or be forgotten.
Utilize Analytical Tools for Sales Strategy: The speakers emphasized the importance of utilizing data-driven insights for effective sales strategies and customer engagement. They mentioned using tools like graph.ai for techno-graphic and firmographic data and Salesforce for tracking customer engagement activities. Pay heed to data signals that indicate readiness to buy.
Invest in Sales Performance Management: Pete and AJ advocated investing in structured sales performance management practices, including a systematic hiring process and sales coaching methods. Use tools like CCAD for analytical skill assessment, Octus for sales competency, and job simulations for on-the-spot assessment. Once onboard, a structured sales process supplemented by regular coaching can lead to systematic growth.
Maximize Sales Performance: Leverage the DRIVE framework to enhance your B2B sales effectiveness. Assess, improve, and measure performance across your organization to drive growth.