August ‘23: Bringing Back Field Sales

FACT: Great things will come to those who meet with people, shake their hands, have lunch, or grab a coffee.

If you’re in search of more pipeline right now, it’s time for the return of classic Field Sales. For the longest time, Field Sales efforts were reserved for the “Enterprise Sale.” No longer! You can get a ton of value from a field sales trip even in a high-velocity / lower ACV sale.

To maximize the impact of a trip into the Field, keep the following in mind:

#1. RULE: No holes in the agenda. Maximize every single hour that you’re on the ground. Start prepping at least one month in advance of your trip. Ask your SDRs to book meetings for you. Ask your executive team which of their connections you should meet with while you’re there. Ask your VP of Customer Success which customers you should visit to show support.

#2. RULE: Write a Field Visit report. So much goodness can come from this: 1) it opens the doors to multithreading accounts via others on your team, and 2) it shares crucial customer insights that the rest of your team are aching for (you are their eyes and ears into the region!).  Write your report immediately after the trip. Keep in mind that the audience for this is not just sales – it’s for anyone who touches revenue or product. Summarize who you met with, your key takeaways and insights, and the follow-up needed.

#3. RULE: Switch it up, keep it casual. It’s not just about formal meetings in offices; often the best connections are made and the most important insights are shared in a more informal setting. Meet a customer for coffee on their commuting route. Go for a run with a prospect in the evening. Bring take-out lunch to a busy customer executive who only has 15 minutes to spare. Attend an industry happy hour or dinner.

And the work is not done once the trip is over…share the love the customers express for your product. Relay the compliment a customer gave to the CS crew. Provide insights into new requests you are hearing. And take photos with your customers – share them on Slack for the rest of the company. Motivate the company with the energy you picked up in the Field.

Great things happen when someone (you) takes a quick trip to meet with people in 3D.

See here for the more detailed blueprint: The Three-Day Field Sales Trip.

Speaking of meeting in 3D, we’re doing a lot of that too! In partnership with Pavilion, WbD Founder Jacco van der Kooij and Pavilion CEO Sam Jacobs are hitting the road…The “Road to Nashville” workshops are happening in various cities over the next few months, all leading up to Pavilion’s GTM2023 event in Nashville in October.

These are small format, in-person workshops on the key actions that Revenue Leaders can take to drive Durable Growth in H2 2023 in the current market conditions.

We’ve already held workshops in San Francisco, Seattle, and New York! Join us in one of the remaining cities on the tour:

Sign up for Revenue Academy Open Courses – spots are still available in the following:

Selling for Impact (US) (EMEA)

Selling into Enterprise Accounts (US) (EMEA)

Prospecting for Impact (US) (EMEA)

Prospecting into Enterprise Accounts (US) (EMEA)

Overcoming Customer Indecision with the JOLT Effect (US) (EMEA)

Customer Success for Impact (US) (EMEA)

Account Management for Growth (US) (EMEA)

Managing for Impact (US) (EMEA)

Managing for Leadership (US)

Revenue Architecture (US) (EMEA)

JUST LAUNCHED! Some of our most popular modules are now available as stand-alone 2-hour micro-courses. Each of these are just one session, two hours each, and hyper-focused on specific essential skills and techniques.

NEW! Discovery Using SPICED Skills Course (US)

NEW! Storytelling Skills Course (US)

Workshop: Getting Impact from Kickoffs and Onsites in 2024

How do you go beyond surface level at a Kick-Off and generate a true lasting impact with your team?

It is more than just an event; it is the spark that ignites motivation, aligns strategies, and fuels the passion necessary to achieve ambitious targets.

Join Matt Dixon, Author of The JOLT Effect, and Shari Johnston, GM at Winning by Design, as we navigate the topics and real-world examples that are resonating in the current market.

When: Thursday, August 31, 10-11am Pacific Time

Presented by: Matt Dixon (DCM Insights, Author of The JOLT Effect), Shari Johnston (GM Revenue Academy, WbD)

Register here »

Workshop: Using AI Across the GTM

There are countless ways that we can apply AI to the customer journey – but it’s about applying it in the RIGHT way so that it drives real value for both the seller and the customer.

We will share specific ways that you can improve your productivity (without decreasing the quality of your customer interactions) and drive more impactful customer conversations with better insights.

When: Wednesday, September 6, 9-10am Pacific Time

Presented by: Dan Smith (Chief Learning Officer, WbD) & Roee Hartuv (Revenue Architect, WbD)

Register here » 

Workshop: How To Implement The Revenue Architecture Models In Your Business

You’ve taken the Revenue Architecture course – but now what?

It’s time to figure out how to implement the key models, such as the Data Model and the GTM Model, in your own business. Andre Bressel, VP of Sales at Channable and a Revenue Architecture graduate, will share how he implemented the course models and principles with his team.

When: Wednesday, September 27, 9-10am Pacific Time

Presented by: Roee Hartuv (Revenue Architect, WbD) & André Bressel (VP Sales, Channable)

Register here » 

Workshop: How To Continuously Improve Revenue Productivity With An Impact Office

Rolling out a new methodology or training program is a big effort, but the program itself is just the beginning. How do you make sure that these programs stick? How do you measure and improve your priority KPIs over time?

Ensuring that you get the impact from your programs requires a structured approach, alignment across your executive leadership team, buy-in from key stakeholders, and consistent measurement and examination of results over time.

In this workshop, WbD CEO Dominique Levin will share how our most successful customers are able to continuously improve their results over time by implementing an “Impact Office”, which serves as the cockpit of GTM measurement.

When: Wednesday, October 18, 10-11am Pacific Time

Presented by: Dominique Levin (CEO, WbD)

Register here » 

Workshop: SaaS as a Modern Revenue Factory

Underperformance is plaguing SaaS companies everywhere — and the problem is more acute than most revenue leaders realize. What GTM teams need is a solution that drives impact, and quickly — within 60-90 days. The solution lies with the 40% of your team that is sitting just below the ‘normal’ performance line. This is the group that you can lift up.

In this workshop, we show how you can elevate this 40% of your sales team to deliver at normal levels and get back to sustainable growth. When you accomplish this, you can get closer to running your revenue team as a modern Revenue Factory.

When: Tuesday, October 31, 9-10am Pacific Time

Presented by: Jacco van der Kooij (Founder, WbD)

Register here »

To impact,

The crew at Winning by Design