http://www.mitchchesney.com/articles daily 0.75 2024-01-24 http://www.mitchchesney.com/articles/2024/1/23/considerations-before-hiring monthly 0.5 2024-01-25 https://images.squarespace-cdn.com/content/v1/54893f95e4b0c7fbb9e5694c/0b2bcd01-b72f-4fce-bc31-4651d3095570/1.png Articles - Considerations Before Hiring - Make it stand out Whatever it is, the way you tell your story online can make all the difference. https://images.squarespace-cdn.com/content/v1/54893f95e4b0c7fbb9e5694c/ae9a206c-42bd-4b12-a164-2699159acaec/2.png Articles - Considerations Before Hiring - Make it stand out Sales Regions in 2018 (left) and 2020 (right) with counts for Account Managers and Sales Engineers. SEs were pooled in each region but generally had a primary AM (or two) to support. SE headcount lagged in the Mountain and Desert regions, following a sales hiring spree. The impact was immediate: - New AMs observed early call conversion in both regions were low, citing so few available SEs to support them - Lead conversion time was long because SEs had significant travel times to cover multiple states in their patch - Sales leadership was calling to immediately hire two SEs in Desert and at least one more in Mountain, without available budget http://www.mitchchesney.com/articles/2024/1/23/building-a-hiring-program monthly 0.5 2024-01-25 https://images.squarespace-cdn.com/content/v1/54893f95e4b0c7fbb9e5694c/1706133586189-P57LV4H9KCQJOQC7AHAF/image-asset.jpeg Articles - Building a Hiring Program - Make it stand out Whatever it is, the way you tell your story online can make all the difference. http://www.mitchchesney.com/articles/2024/1/23/value-based-selling-to-20x-contract-size monthly 0.5 2024-01-24 https://images.squarespace-cdn.com/content/v1/54893f95e4b0c7fbb9e5694c/251b1c6d-25fd-4fd0-ac21-1b6dcca59f7b/value+pyramid.png Articles - Value-Based Selling to 20x Contract Size - Make it stand out Source: https://greylock.com/greymatter/value-based-sales/ https://images.squarespace-cdn.com/content/v1/54893f95e4b0c7fbb9e5694c/9873ecda-0472-4ca4-a147-396e0867672e/disneyvp.png Articles - Value-Based Selling to 20x Contract Size - Make it stand out Whatever it is, the way you tell your story online can make all the difference. https://images.squarespace-cdn.com/content/v1/54893f95e4b0c7fbb9e5694c/a5934cd1-75de-4e9a-8f43-9aaec87c1592/fbv.png Articles - Value-Based Selling to 20x Contract Size - Make it stand out Whatever it is, the way you tell your story online can make all the difference. https://images.squarespace-cdn.com/content/v1/54893f95e4b0c7fbb9e5694c/1c6c7096-8cd8-4ff8-ac13-53cd1d0fc444/1.png Articles - Value-Based Selling to 20x Contract Size Technical-dominated success criteria without clear alignment on improving business functions or meeting business goals https://images.squarespace-cdn.com/content/v1/54893f95e4b0c7fbb9e5694c/43083292-c6bc-4d82-982f-20ff021c3c17/2.png Articles - Value-Based Selling to 20x Contract Size - Value Pyramid Goal-oriented value pyramid, aligned to business objectives supported by key stakeholders https://images.squarespace-cdn.com/content/v1/54893f95e4b0c7fbb9e5694c/32d044f7-de9a-4c4d-a78c-e2ab5a099225/3.png Articles - Value-Based Selling to 20x Contract Size - Exec Summary Final stage of the Value Pyramid is mapping your product or service capabilities to the customer’s business objectives, supported by metrics and aligned to stakeholders. https://images.squarespace-cdn.com/content/v1/54893f95e4b0c7fbb9e5694c/dae5f878-72ea-488a-8a0e-f2d69358a067/4.png Articles - Value-Based Selling to 20x Contract Size - Engagement Plan Translating uses cases and goals from a pre-established Feature-Benefit-Value matrix into the customer’s language. http://www.mitchchesney.com/articles/2023/1/30/delivering-customer-experience-at-scale monthly 0.5 2024-01-24 https://images.squarespace-cdn.com/content/v1/54893f95e4b0c7fbb9e5694c/1706066117723-65NHPYVICJMJ7OOTABFB/image-asset.jpeg Articles - 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