Lead or Lag Measures, that is the question?

Episode 10 of the Walking Digital Corridors - A Better Future For Sales! podcast, hosted by Alex Abbott, titled "Lead or Lag Measures, that is the question?" was published on April 23, 2024 and runs 25 minutes.

April 23, 2024 ·25m · Walking Digital Corridors - A Better Future For Sales!

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Summary

In the episode titled "Lead or Lag Measures, that's the question?" Alex and Jordan engage in a lively and informative conversation, exploring the crucial concepts of lead and lag measures within the context of sales and business performance. The hosts dive deep into the distinction between lead and lag measures, highlighting their significance in driving success and achieving strategic objectives. The episode begins with the hosts expressing their anticipation for the upcoming long weekend, adding relatable and lighthearted moments to the podcast's engaging narrative. In their discussion, the hosts elucidate that lag measures represent the end goals or strategic objectives, such as closed revenue and net new logos added, while lead measures are the actionable, high-impact activities that propel progress towards these lag measures. They provide insightful examples from the sales domain, illustrating how lead measures, including social networking conversations and the creation of humanised posts, directly influence the generation of meaningful calls and progress in the sales process. Furthermore, the hosts emphasise the importance of aligning sales processes with the buyer's journey, outlining the pivotal behaviours and actions that sales professionals can control and leverage to increase the probability of making a sale and building consensus within the buyer's organisation. This discussion offers valuable guidance for sales professionals seeking to enhance their approach and establish a more effective and customer-centric sales process. The episode further delves into the concept of the "deal coach," a document containing essential questions for sellers to navigate the sales cycle, aligning with crucial buyer milestones. Alex and Jordan emphasise the significance of mapping out buyer milestones and aligning activities to guide buyers through the purchasing journey effectively. They underscore the importance of trust in sales relationships, drawing on insights from renowned thought leader Simon Sinek and the "trusted advisor" model, which highlights the critical nature of credibility, reliability, intimacy, and self-orientation in building trustworthiness. Moreover, the conversation takes a thought-provoking turn as the hosts address the pressing issue of mental health in the sales profession. They draw attention to the alarming statistics regarding the prevalence of poor mental health among sales professionals and its impact on performance. Additionally, they underscore the imperative for sales organisations and leaders to provide support and clarity to sales teams, enabling them to focus on actionable lead measures and fostering trust-based, long-term relationships with customers. The episode concludes with a reflection on the evolving landscape of sales and the imperative for sales professionals to adapt and align with buyer behaviours. The hosts sign off, inviting listeners to connect with them on LinkedIn and stay tuned for future episodes of "Walking Digital Corridors." "Walking Digital Corridors" provides a compelling blend of expert insights, practical strategies, and thought-provoking discussions, making it a must-listen for sales professionals, business leaders, and individuals seeking to navigate the ever-changing digital corridors of modern business. In conclusion, "Walking Digital Corridors" offers an engaging and informative exploration of sales, leadership, and professional development, delivered with warmth and expertise by hosts Alex Abbott and Jordan Abbott. The episode "Lead or Lag Measures, that's the question?" provides valuable insights and actionable strategies, making it an essential listen for anyone navigating the complexities of modern business and sales.

Episode Description

In their discussion, the hosts elucidate that lag measures represent the end goals or strategic objectives, such as closed revenue and net new logos added, while lead measures are the actionable, high-impact activities that propel progress towards these lag measures. They provide insightful examples from the sales domain, illustrating how lead measures, including social networking conversations and the creation of humanised posts, directly influence the generation of meaningful calls and progress in the sales process.

Furthermore, the hosts emphasise the importance of aligning sales processes with the buyer's journey, outlining the pivotal behaviours and actions that sales professionals can control and leverage to increase the probability of making a sale and building consensus within the buyer's organisation. This discussion offers valuable guidance for sales professionals seeking to enhance their approach and establish a more effective and customer-centric sales process.

The episode further delves into the concept of the "deal coach," a document containing essential questions for sellers to navigate the sales cycle, aligning with crucial buyer milestones. Alex and Jordan emphasise the significance of mapping out buyer milestones and aligning activities to guide buyers through the purchasing journey effectively. They underscore the importance of trust in sales relationships, drawing on insights from renowned thought leader Simon Sinek and the "trusted advisor" model, which highlights the critical nature of credibility, reliability, intimacy, and self-orientation in building trustworthiness.

Moreover, the conversation takes a thought-provoking turn as the hosts address the pressing issue of mental health in the sales profession. They draw attention to the alarming statistics regarding the prevalence of poor mental health among sales professionals and its impact on performance. Additionally, they underscore the imperative for sales organisations and leaders to provide support and clarity to sales teams, enabling them to focus on actionable lead measures and fostering trust-based, long-term relationships with customers.

The episode concludes with a reflection on the evolving landscape of sales and the imperative for sales professionals to adapt and align with buyer behaviours. The hosts sign off, inviting listeners to connect with them on LinkedIn and stay tuned for future episodes of "Walking Digital Corridors."

"Walking Digital Corridors" provides a compelling blend of expert insights, practical strategies, and thought-provoking discussions, making it a must-listen for sales professionals, business leaders, and individuals seeking to navigate the ever-changing digital corridors of modern business.

In conclusion, "Walking Digital Corridors" offers an engaging and informative exploration of sales, leadership, and professional development, delivered with warmth and expertise by hosts Alex Abbott and Jordan Abbott. The episode "Lead or Lag Measures, that's the question?" provides valuable insights and actionable strategies, making it an essential listen for anyone navigating the complexities of modern business and sales.