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In the Transform Sales podcast #68, Ken Lundin, the President of RevHealth, shares his insights on the importance of a holistic approach to sales, the brokenness of the sales training and consulting industry, and the need to focus on both top and bottom of the funnel. Ken also discusses RevHealth’s proprietary process, the Sales Alpha Roadmap, which aims to convert underperforming sales teams into forecast-beating quota giants. The focus is on taking sellers from being transactional and ordinary to consultative-based sellers who can increase margins, average deal size, and shorten sale cycle times. Ken emphasizes the importance of improving sales processes in B2B companies with a complex buying process that takes 90 to 180 days and involves multiple buyers. He also highlights the mistakes that buyers and companies make when coming to agencies like his and the importance of learning from mistakes and being transparent and honest in the sales industry.
In case you missed it…. these are the highlights
Who are your agency’s best-fit customers (as defined by Products they sell and markets they want to sell into)?
RevHeat’s best-fit customers are B2B companies with a complex buying process that takes 90 to 180 days and involves multiple buyers. Their focus is on companies with a customer base above $500 million. These companies are looking to improve their sales processes, increase close rates, and have a significant impact on cash flow valuation. RevHeat’s Sales Roadmap process begins with a thorough audit to diagnose the specific needs of each client, and their approach is scientifically based on data from over 2.5 million people and 33,000 companies across 200+ industries.
“Our focus is on achieving long-term impact and outcomes, which is why we implement micro-learning over the course of a year instead of rushing through it in a day.”
What sets your agency apart from other Sales Agencies when it comes to serving your ideal customer?
RevHeat stands out from other sales agencies because of their proprietary Sales Alpha Roadmap process, which takes a holistic approach to sales consulting and training. They focus on creating sales processes, roles and responsibilities, and infrastructure, as well as providing B2B sales training. Their goal is to convert underperforming sales teams into forecast-beating quota giants.
They also emphasize the importance of holding people accountable for making the necessary changes and implementing new techniques, tactics, and strategies. They believe that the lack of rigor around change management is the number one mistake that companies make.
“We understand that change can be difficult, but we believe that embracing innovation and new technologies is crucial for staying competitive in today’s fast-paced business world.”
What are the Top 3 tips you would give Buyers to increase the probability of achieving the result they want with your agency?
- Be proactive and seek outside counsel early: Don’t wait until your sales team is underperforming to seek help. Reach out to RevHeat early on to get a thorough audit and diagnosis of your sales processes and identify areas for improvement.
- Have realistic expectations: Don’t expect quick fixes or overnight success. Sales is a holistic process that requires time and effort to implement changes and see results. Be patient and trust the process.
“A lot of these patterns we experience in the professional world are carried in the personal world and the world in general. I think that a lot of people are blind connecting the dots.”
- Hold people accountable: Once you’ve identified areas for improvement and implemented new techniques, tactics, and strategies, make sure to hold your sales team accountable for making the necessary changes and implementing the new processes. Lack of rigor around change management is the number one mistake that companies make, so make sure to prioritize accountability.