Follow the leader - how to boost revenue growth in 2021

Jan 14, 2021

Repost of an article Alex McNaughten wrote for BusinessDesk NZ

Each year, New Zealand businesses, particularly those who sell B2B, miss out on significant revenue because they have not formulated their sales and revenue operations. Kiwi companies have a global reputation for innovation, but compared to US or European businesses, their approach to sales and sales operations is woefully lacking and holds them back.

Having robust sales operations and confidence in your selling ability is particularly important in the current challenging market. Many businesses are struggling with a lack of predictability in their revenue, longer sales cycles, lower conversion and a reduction in quality leads. The typical Kiwi approach of relying on personal networks will not be enough to protect revenues or achieve scalable revenue growth in 2021.

Chnnl is an exciting technology start-up focused on improving employee mental health and wellbeing through its digital platform. By the end of 2019, it...

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Salesborgs - Learn how sales technology can massively augment your revenues

Jan 10, 2021
 

Justin Michael - a US based based best selling author, sales leader and expert sales technologist - and Alex McNaughten, founder Sales Leaders, talk about how technology can massively augment your sales results!

Over the last 20 years as a technologist and consultant Justin has developed and refined the most advanced sales development techniques known to the world. These word-of-mouth only tactics, secretive until now, made him one of the most sought-after talents globally.

He received a prestigious 10X Award by setting the industry record for 6 years of pipeline creation in 6 months. Sent over 1MM emails concurrently from 100 Sales Engagement Platform (SEP) instances unlocking thousands of opportunities.

https://www.linkedin.com/in/michaeljustin/ 

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The Importance of Discovery in B2B Sales

Jan 07, 2021
 

Steven Norman is a trusted consultant to some of the world’s leading B2B sales organisations. Steven led B2B sales teams for more than 25 years in a number of industries and geographies. During his career he has been responsible for more than US$4 billion in sales revenue. He is the author of Future Proof Sales Strategy which was shortlisted for Sales Book of the Year in 2019 by Top Sales Magazine. He also hosts a podcast on B2B sales best practices called Future-Proof Selling.

 

https://www.linkedin.com/in/growth-coach/

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Sales Chat - Three huge mistakes holding B2B companies back from scaling

Jan 06, 2021
 

Recently guest appeared on Ryan Staley's podcast where I spoke about the three key things I see companies doing wrong that holds them back from scaling their sales function:

Not having a sales playbook built.
Not having processes and infrastructure aligned to the sales strategy.
Not investing enough in team capability development

Check out the video to learn more!

Find Ryan Here - https://www.linkedin.com/in/ryan-staley/

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Landing Whales

Dec 10, 2020
 

A webinar with Alex from Sales Leaders and Ryan Staley on how to consistently win large B2B enterprise deals.

Ryan is an absolute expert at landing whales and has a wealth of information to learn from - here are some of his career highlights:

-created an enterprise team and grew it from 0-$30M ARR in 6 years with 3-4 people without lead generation, marketing support and in a declining market

-Closing over $125 Million in Net New Contracts

-30 Whales Acquired with contracts ranging from $500k-$20M+ plus

 

https://www.linkedin.com/in/ryan-staley/

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Reducing the risk of customer churn - NZ Tech Marketers Panel

Nov 15, 2020
 

Interested in keeping your customers? Check out this Panel with the NZ Tech Marketers group with Alex McNaughten from Sales Leaders and Valerie Walshe from Xero with Jane Smallfield from Proxi moderating.

They chatted about how to love the ones you are with, how to keep customers coming back for more and what to do if you think you are losing a customer! 

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Sales Leaders & Tony Hughes: Selling in a Downturn & How Technology is Changing Sales

Sep 24, 2020
 

Learn from Tony Hughes - a Sydney based based best selling author, sales leader and speaker on all things sales - and Alex McNaughten, Auckland based sales trainer, advisor and virtual Chief Revenue Officer speak all about selling in a down market, how technology is changing sales and how to do effective sales outreach in 2020!

 Tony has been the most read person in LinkedIn on the topic of B2B sales leadership. He has more than 500,000 followers of his blogs and his most recent book, COMBO Prospecting, is published by HarperCollins and the American Management Association.

Find Tony here: https://www.linkedin.com/in/hughestony/

Check out his book Combo Prospecting here: https://www.tonyhughes.com.au/combo-prospecting-book 

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Sales Leaders & Todd Caponi: Sales in an Uncertain Market – How Transparency & Empathy Can Be Your Superpower

Jul 01, 2020
 

Learn from Todd Caponi, a Chicago based best selling author, sales leader and speaker on all things sales! Prior to writing his book Todd spent 4 years building the tech company PowerReviews from the ground up as their Chief Revenue Officer into Chicago’s fastest-growing tech company and before that led a company to a $2.7 billion exit! 

Check out Todd - https://www.linkedin.com/in/toddcaponi/

Check out his book - https://www.amazon.com/Transparency-Sale-Unexpected-Understanding-Transform/dp/1940858801

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Sales & Marketing in 2020 - Post Covid19

May 14, 2020
 

Discussion between Alex McNaughten from Sales Leaders and Anthony Baxter, founder of Firefly Digital talking about how to approach sales & marketing in the post Covid19 environment for proven revenue results. 

Check out Firefly Digital here - https://fireflydigital.co.nz/

 

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