How Sales Ops Can Get What It Wants

January 11, 2017 Mark Emmons

Buying stuff ought to be fun, right? Especially when you’re not spending your own money.

But “fun” isn’t a word that most Sales Operations professionals normally associate with purchasing technology solutions. That’s because buying tech tools isn’t like buying new clothes or the latest consumer tech gadget. It’s a long and complicated process, not to mention hard work.

There’s a huge time commitment involved when exploring products and evaluating vendors. There’s pressure to make a smart decision. And the most difficult part can be persuading managers that the solution you’re recommending is the right one for the business.

“It’s probably not our favorite thing to do,” said Christine Maxey, the director of enterprise solutions at LeanData. “I honestly think most Sales Ops people don’t like it because they already have so much else to do. But it’s really important because it’s something that can help you do your job better.”

Helping practitioners do a better job of winning over their colleagues is the idea behind a new eBook: “How to Get What You Want: A Sales Ops Guide to Selling the Value of a Technology Solution in Your Organization.” Maxey details a successful strategy of how Sales Ops professionals can make a convincing argument when they believe their business should purchase a tool.

“The goal is to up-level your internal selling skills,” she said.

The market for sales technology products has exploded in recent years. The result is Sales Ops practitioners are spending more and more time trying to understand what solutions are the best fit to make their companies successful. And one of the emerging challenges is explaining the value proposition of those tools to colleagues.

That’s because no one ever taught Sales Ops how to buy. Maxey is pretty typical. She doesn’t have a background in “carrying the bag.” So selling doesn’t come naturally.

But in her previous position as the lead business analyst and Salesforce administrator at Pivotal Labs, she devised a strategy of creating a strong pitch deck. It helped her present a more compelling case — especially to busy executives who might not be technically oriented.

The tactic allows Maxey to get what she wanted. This eBook is a step-by-step guide where Maxey shows Sales Ops pros how they can do the same. She offers a detailed explanation of her deck and how it can serve as a template for other practitioners.

Highlights include how she emphasizes:

  • The strategy the organization is trying to execute
  • Barriers to success and desired outcomes
  • Solutions considered, including building internally
  • The recommendation pitch
  • The implementation plan

The goal of the eBook is simple. Maxey believes practitioners often struggle to push through their recommendations with internal buying committees. But it doesn’t have to be that way.

“Sales Ops people are naturally about a process and making things easier to accomplish,” Maxey said. “So this is just another example of doing what we do best. It’s about creating a process, iterating on it, and ultimately making our business more successful.”

And this way you can get what you want.

Download the eBook here.

About the Author

Mark Emmons

Mark Emmons is the staff writer at LeanData. He previously was a reporter at the San Jose Mercury News, Orange County Register and Detroit Free Press. He can be reached at mark@leandatainc.com.

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