Supercharge your sales strategy
Struggling to close deals and hit targets with your sales strategy?
Let's give you a breakdown of where you can win
This assessment is designed to establish a baseline of where you understand your sales challenges to be and give you a guide to how you can supercharge your efforts. It will cover topics such as team alignment, reporting, sales enablement, your tech stack and more.
The response provided will depend on your answers; we suggest being as honest as possible so you get the right advice and guidance.
After each section, you’ll get a rating. Whatever your score, you’ll receive related guidance and resources to help you course correct.
At the end of the assessment, you will receive an email report with your breakdown and those resources so you can go smash your targets.
Let's get underway
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Team alignment and culture: Poor
Lack of transparency and alignment across Sales, Marketing and Customer Success is one of the biggest barriers to growth. The customer journey is no longer linear - and more complicated than ever. The traditional baton hand-off from one function to the other is no longer fit for purpose; these teams must work like a football team to move the prospect down the funnel to becoming (and remaining) a customer.
It looks like you have work to do here. We understand that this can be a major cultural shift within a business - but according to McKinsey (and our own experience) this is a key element to successful companies.
Check out this article to understand the why behind this pivotal transformation - and this article to help you make a start on the process.
Team alignment and culture: Good
Lack of transparency and alignment across Sales, Marketing and Customer Success is one of the biggest barriers to growth. The customer journey is no longer linear - and more complicated than ever. The traditional baton hand-off from one function to the other is no longer fit for purpose; these teams must work like a football team to move the prospect down the funnel to becoming (and remaining) a customer. It looks like you've made a start here - well done!
We understand that this can be a major cultural shift within a business - but according to McKinsey (and our own experience) this is a key element to successful companies. So keep up the momentum.
Check out this article to understand the why behind this pivotal transformation - and this article to help you make a start on the process.
Team alignment and culture: Best
You clearly understand that a lack of transparency and alignment across Sales, Marketing and Customer Success is one of the biggest barriers to growth - and have done the hard work of addressing it. Bravo!
However, if you feel like there's areas you'd still like to tweak and optimise or if you'd like some further general insights, feel free to book in some time with our team.
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Strategy and budget: Poor
It looks like you are struggling to get the results you need, either due to budget and/or strategy. And you're not alone - customer acquisition is harder than ever and it's tough out there.
If you're looking for ways to optimise your budget and shave some costs, check out this article, jam packed with ideas, including some quick wins. This resource can help you prospect better. If you're not yet standardising your sales process - it's time. Here's how.
If you are looking for additional strategic support, have a look at PREDICTIFIED.
Strategy and budget: Good
It looks like you are delivering results, but perhaps not to the level you would like or need. And you're not alone - customer acquisition is harder than ever and it's tough out there. You recognise that there are areas for improvement and are open to ways to achieve this.
If you're looking for ways to optimise your budget and shave some costs, check out this article, jam packed with ideas, including some quick wins. This resource can help you prospect better, with useful suggestions and insights. And here's our playbook on standardising your sales process if you're looking for a boost in this area.
If you are looking for additional strategic support, have a look at PREDICTIFIED.
Strategy and budget: Best
It looks like you are nailing your sales strategy and delivering the results your business needs - fantastic!
If you're looking to optimise around some of your metrics, have a look at this article.
If you're in need of any additional strategic support, check out PREDICTIFIED.
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Technology: Poor
76% of sales leaders report that their team doesn’t use the majority of the tools in their CRM and nearly 50% don't believe their sales software is capable of helping them meet their business goals over the next three years. Your tech stack doesn't need to be big to be effective, but you absolutely do need to have one and it pays to be making the most of it. It looks like you have some work to do here.
We're a HubSpot agency, so many of our recommendations start there, however, the integrations and other platforms we utilise/suggest tend to work just as well on Salesforce, etc.
Here are some suggestions on how to build your tech stack (especially if you have a platform-led growth offering). Check out our top HubSpot integrations of 2023 here too.
If you need help getting the most out of HubSpot, we can help with onboarding, implementation or a portal audit.
Technology: Good
76% of sales leaders report that their team doesn’t use the majority of the tools in their CRM and nearly 50% don't believe their sales software is capable of helping them meet their business goals over the next three years. It looks like you are somewhat satisfied with your tech stack but understand that it could be better and you could be getting more value out of it.
We're a HubSpot agency, so many of our recommendations start there, however, the integrations and other platforms we utilise/suggest tend to work just as well on Salesforce, etc.
Here are some suggestions on how to build your tech stack (especially if you have a platform-led growth offering). Check out our top HubSpot integrations of 2023 here too.
If you need help getting the most out of HubSpot, we can help with onboarding, implementation or a portal audit.
Technology: Best
76% of sales leaders report that their team doesn’t use the majority of the tools in their CRM and nearly 50% don't believe their sales software is capable of helping them meet their business goals over the next three years. However, it looks like you have bucked this trend and have a tech stack that's working to its maximum (or almost) impact. This is great news!
Make sure you keep up the good work - check out the audit section of this article to build a process that helps keep your tech stack fully optimised and under control.
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Sales enablement: Poor
Sales enablement sets your Sales team up for success, giving them the tools, tactics and collateral to sell more effectively. This is a process that is led by Marketing, particularly Product Marketing, but co-created with you and your sales team. With longer sales cycles the norm and the buying process no longer linear, sales enablement is a non-negotiable you will need to complete.
Here's an article with more information on the why - and check out this in-depth eBook to help you create the right assets and strategy.
If you're still on the fence, this resource with some shocking sales stats from our partner Ebsta is a must-read.
Sales enablement: Good
Sales enablement sets your Sales team up for success, giving them the tools, tactics and collateral to sell more effectively. This is a process that is led by Marketing, particularly Product Marketing, but co-created with you and your sales team. With longer sales cycles the norm and the buying process no longer linear, sales enablement is a non-negotiable in today's world. It looks like you've started this process, but keep going.
Here's an article with more information on the why - and check out this in-depth eBook to help you create the right assets and strategy. This resource with startling stats on seller inefficiencies - and how to fix them - is also a must-read.
Sales enablement: Best
Sales enablement sets your team up for success straight out the gate, giving them the tools, tactics and collateral to sell more effectively. It looks like you've created these - great job!
Don't forget to work closely with your Product Marketing function on this and collaborate with marketing to understand how you might measure the effectiveness of your sales enablement materials over time. Great sales enablement is continually tested and tweaked to optimise for best results.
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Onboarding: Poor
Mapping out your buyer's journey and your customer experience from first touchpoint to post-sale helps reduce churn and shows you how you can delight your customers.
According to McKinsey, businesses that prioritise retention add 20% growth without adding a single new customer, and therefore Sales, Marketing and Customer Success need to work closely to create that reality. Plus, 43% of product and vendor-related regret comes with the handoff from Sales to CS - so this must be seamless.
Looks like you need to go back to fundamentals: check out our GTM playbook for more insights and this article on how to align these three teams.
Onboarding: Good
Mapping out your buyer's journey and your customer experience from first touchpoint to post-sale helps reduce churn and shows you how you can delight your customers.
According to McKinsey, businesses that prioritise retention add 20% growth without adding a single new customer, and therefore Sales, Marketing and Customer Success need to work closely to create that reality. Plus, 43% of product and vendor-related regret comes with the handoff from Sales to CS - so this must be seamless. You're clearly on your way to completing these tasks so keep going!
Check out our GTM playbook for more insights and this article on how to align these three teams.
Onboarding: Best
Mapping out your buyer's journey and your customer experience from first touchpoint to post-sale, as well as having a framework for upsell/cross-sell and handover, helps reduce churn and shows you how to support your customer through their journey.
You and the wider revenue team understand this and have made your onboarding experience and retention a priority. Well done!
Overview: Poor
Your self-assessment
This graph over the page shows the average ratings you gave yourself across the five dimensions of the sales strategy assessment by Digital BIAS.
Overview: Good
Your self-assessment
This graph over the page shows the average ratings you gave yourself across the five dimensions of the sales strategy assessment by Digital BIAS.
Overview: Best
Your self-assessment
This graph over the page shows the average ratings you gave yourself across the five dimensions of the sales strategy assessment by Digital BIAS.
Overview
Your self-assessment
This graph over the page shows the average ratings you gave yourself across the five dimensions of the sales strategy assessment by Digital BIAS.
