This is our Growth Hub where we build and share content about how to create high-performing Sales and Marketing teams
When you’re doing the right things, growth starts to take care of itself.
Focus. Quantity. Quality. Three factors that you can control - and that can help you improve your chances of meeting (and surpassing) your growth targets. We’ve organized our Sales + Marketing material around these three factors to help you zero in on what’s working and what’s missing inside your growth plans. We’re here to help - feel free to email us with any questions.
FOCUS.
Don’t be everything to everyone. “Nail a Niche” by focusing in on one type of customer.
Build Your Ideal Customer Profile
“Nail a Niche” by analyzing your current customers and choosing the best - the ones that buy quickly, happily, and lucratively
Document Your Buyer Personas
Take stock of who is on your customer’s “buying team”, what they care about, and how you can win with each of them
Nail Your Competitive Positioning
What problem do solve? How do people fix it today? Why are you better? Answer the simple questions that help customers “get what you do.”
QUANTITY.
Know “what it takes” to hit your ARR target. Then specialize the team to get it done.
Analyze Your Sales Funnel
Sales is a math problem - here’s how you can break down your ARR goals into measurable targets so you can know if you’re on track or off track
How to Build Your Sales Org
Who does what? Understand the options for how to structure your team - and the factors that should influence your choices
How to Sanity-Check Your Pipeline
How are you feeling about the quarter? We share a few tips on how to dive deep into your pipeline and “get real” using the concept of to-go pipeline coverage.
How to Get The Most Out of BDRs
BDRs can help drive growth when used in the right way - here are the options for how to structure and manage a BDR team
QUALITY.
Make every customer conversation count + create consistency within your team.
How to Document Your Sales Process
Opportunity to Close - how does your sales process work? We can help you document the journey + improve your team’s consistency
Building, Using, and Evolving A Sales Playbook
What to say + how to say it - here’s how to build a repository and reference guide for your team
Coach and Audit Your Team’s Activities
How you can get a better handle on how best to support your team (and where the soft spots might be)
A Few Thoughts On Good Messaging
The unique messaging angle that can set you apart (that you’re probably missing today)
What Do You Sell? What Does It Cost?
Simple questions like these can be hard for teams to answer - here’s how to create a product + pricing sheet (and a single source of truth for how your team uses discounts)
How to Run a Great Demo
Get beyond features + benefits to increase your conversion rates and make demos more fun
MANAGEMENT
The meetings and metrics you need to make it all stick
How To Create a Culture Of Accountability
How to create the forcing functions you need to keep the team on track
How To Talk To Your Team
How to get the most out of your 1:1 interactions with your sales team
How To Update the CEO on your forecast
How to give an executive update and answer the question “How are we doing?”
Coach and Audit Your Team’s Activities
What problem do solve? How do people fix it today? Why are you better? Answer the simple questions that help customers “get what you do.”
Here are a few of our favorite Growth resources.
How to Use The ParkerGale Growth Checklist
Want to diagnose what you have vs. what you’re missing on your sales team? This checklist can help you identify the gaps, prioritize what needs fixing, and help you keep it all organized in one place.
The Monthly Commercial Conversation
We talk about Sales performance every month. Here’s a primer on how to have a great Monthly Sales check-in - and some of what you can expect from us.