Welcome to the inspir’em newsletter

In this newsletter we share insights, ideas and resources to help you and your business grow; be that personal development, building the right team for your needs or putting the structures in place to grow and maximise your revenue.

This series has focused on Strategic Account Planning - how to get the most out of your accounts and concentrate your efforts where it will yield the best results.

Our final edition in this series, before we wrap everything up in the round-up edition, is all about Organisational Structures and how to target the right personas in your account for your solution.

⚡NEW BLOG: Org Charts - Structuring Your Target Personas

Our new blog delves into the mind field of org charts and how to use them to target the right people in your accounts.

We touch on the importance of understanding the company structure first before focusing on the personas. 

Top tip: also don't concentrate on who you already know, think who your targets should be.

Lucidchart

What is an organisational chart?

Learn the background of org charts and the different organisational structures they are used for. Plus how to draw your org chart. 

UserGems

Today’s SDR’s pipeline generation tips: 17 tactics that work today (recommended by SDRs for SDRs)

If you need a few tips to jump-start your pipegen efforts, look no further. Everything from bite-sized tactics to 'everything but the kitchen sink' tactics are here for you to use and benefit from.

Kaspr

15 High-Performing Lead Generation Techniques & Tactics

Looking for some outreach tips for pipegen? This article has it all, from tips on successful cold calling and emailing to the use of chatbots and product trials. 

⚡inspir'em guide: Pipeline Management Basics

With your team are firing on all cylinders with their pipeline generation, this guide is here to ensure a consistent process, managed across the whole team. 

Learn questioning techniques to flag up any issues early, plus KPIs to track pipeline conversion.

Download your copy HERE.

Free to inspir'em product subscribers - email [email protected] to get your copies.

⚡inspir'em Tips for Managers

Sales Meeting Guide:

Use these tips in sales meetings or for ideas for the new year's kick off sessions. 

Exercise: Habits of Successful Salespeople

Instructions:  Ask the team to list the top five behaviours or activities that they believe make them successful in their roles.

Ask them to prioritise them to help other people on the team, or any new joiners:

• What will help them be successful?
• Who should they spend time with?
• What tools and systems are the most useful?
• What sources do they use to reach their clients?
• How do they share information among the team?

Note to manager: The aim of this exercise is for everyone on the team to learn from each other. This will help knowledge-sharing among the team, and enable the successful onboarding of any new team members. 

⚡Exciting inspir'em news!

We have been working hard behind the scenes to create our MEDDIC: Foundations Membership platform. 

Everyone who has been on our MEDDIC or MEDDPICC Sales Training will receive Membership access for 12 months post-course. 

What is included:

• Bi-weekly Live Webinars
• Our MEDDIC Foundations training course videos to refresh your learning
• Access to MEDDIC resources to embed and enhance your knowledge
• MEDDIC certification

We will be going live after Easter, so watch this space!

If you have any enquiries about the new platform please contact [email protected].

Perpetual Slip-pers: Why do Some Deals Never Seem to Close?

There are a few reasons why deals slip past one deadline...then the next.

You might not have properly identified the pain that the customer is experiencing. Or the Metrics you used to show the benefit of your solution aren't big enough. 

A big reason, though, is the wrong Champion. When you made your org chart and identified potential Champions, did you choose the right person? 

International Women's Day 2024

We are looking forward to welcoming everyone who has registered to attend our International Women' Day event this coming Friday. See you there!