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

Managing Irregular Buyer Budgets in a Fluid Selling Environment

Early this month I touched on the irregularities organizations are navigating internally and externally in terms of hybrid virtual and in-person interactions. Now I want to shed some light on another anomaly as the result of this fluid selling environment: buyer budgets and prolonged sales cycles. Personally I have never seen buyer budgets in this […]

Elevating Sales Cycles in This Fluid Selling Environment

In April 2020, I had written on an idea about “Revenue Rebound” in a post-Covid future. Now in mid 2021, the disruptions continue — and selling organizations remain in this flux of fluid selling environments. Navigating these environments internally and externally can be a major point of stress and challenge for executives. But we are […]

How One Digital Asset Management Firm Transformed to a Value Selling Model for Global Success

While Adstream had a successful decades-long history in providing content delivery and traffic management services, leadership wanted to serve customers with a powerful, digital solution to better meet the market’s changing needs KEY SOLUTIONS Sales Process + Methodology Differentiated Value Messaging Change Management HERE IS HOW MEREO HELPED ELEVATE ADSTREAM’S SELLING AND MESSAGING TO REPOSITION [...]

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 […]

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.