Growth Solutions

Sales Operations

Aligning your salesforce into an unstoppable revenue engine

Having a unified team with a focused plan tailored around your businesses’ overarching strategy is one of the primary keys to success. When launching a new product or pursuing a new territory have you been frustrated by miscommunication and mismanaged resources? Mereo’s solutions enable you to design and institute a seamless go-to-market infrastructure across your sales channels.

Successful Sales Operations include:

Sales Governance: Adhering to consistent adoption and enforcement of a sales methodology; supporting systems and demand progression reporting

Territory Management: Segmenting the target market, allocating/prioritizing scarce sales resources and enforcing congruent territory planning

Compensation Strategy: Incentivizing the appropriate behavior and results from all customer-facing professionals to achieve both short-term profitable revenue objectives and sustainable long-term growth

Further Reading

The View Ahead from the Top: Selling Post-Pandemic

Earlier this year, I detailed some key takeaways from a year of COVID-19 selling conditions. Around this time I was also invited to speak at a Top Sales World Roundtable hosted by Jonathan Farrington. Joined by fellow sales thought leaders and feet-on-the-ground CEOs Dave Mattson, Bob Apollo and Kevin Eikenberry, we had a fascinating discussion […]

3 Lessons From 1 Year of COVID-19 Selling

We have been selling in COVID-19 conditions, at some capacity or another, for more than a year now. These are the biggest lessons the Mereo team has learned either directly or in supporting Mereo clients in their go-to-market initiatives. Virtual Selling Has a Role in Sophisticated Sales Cycles The COVID-19 pandemic rapidly forced us into […]

Sales Leaders: ‘Hope is Not a Strategy’ — But It Plays a Vital Role

Sales leaders, we are a quarter into this year now — and your salespeople have a great opportunity waiting for them. To reach personal goals. To meet organizational quotas. To turn “the game” around. When you stare down at the stark reality of your team’s first quarter performance next to the annual quota, remember: Now […]

How the Baylor Bears Won a National Championship With a Culture — and Coach — Committed to JOY

In the world of college men’s basketball, let alone any sport, players are in the game to win. The hours of practice, the dedication of skills, the coming together as a team — this is all to reach the pinnacle of success. This winning mindset is not unlike salespeople on a selling organization’s team looking […]

Putting Differentiated Value in B2B Value Calculators

A value calculator seems like a selling organization’s dream come true: a tool that can actually demonstrate your solution’s real worth to a buyer. This is more than a flashy trick; this can motivate your buyers to act. Recently, an emerging ERP software company realized this potential — and Mereo value engineering experts helped fulfill […]

Why Are C-Suite Executives Now Joining Your Sales Calls? Prepare for This Marked Change.

Salespeople are now faced with selling to the C-suite. C-Suite executives are becoming more involved in your sales deals. They are 2.2 times more likely to join a sales cycle meeting now than pre-pandemic times (Chorus.ai, 2021). They are more engaged in online channels in 2020 than in 2019, at 88% vs. 54% (ITSMA, 2020). […]

Sellers, Expect to Earn Equal Value to What You Serve Buyers

A sellers purpose is to serve buyers with a solution. Yet buyers and sellers struggle to remain in harmony — and naturally so: Buyer pains are often not recognized or are simply ignored, so “status quo” wins as buyers do not feel the urge nor can justify investing in a solution. Sellers have solutions to […]

Deliver RICH Virtual Content: Part III — Does your content address complexities unique to your audience?

No one predicted the sales environment that exists today. Likewise, no one can confidently predict the road ahead. Virtual selling presents a cost-effective solution to current selling challenges — and likely will continue to be an integral part of any future mix of sales conversations. The foundations of value-oriented selling do not change in a […]

Mereo’s solutions equip you to:

  • Create and enforce consistent disciplines
  • Examine resource allocation in concert with prioritized market segments
  • Reward team and individual performance

See how Mereo prepared SAP to engage a new target profile beyond IT, resulting in the buyer to engage CEOs, CFOs and operating executives.