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October 23, 2021

Selling to Employers: An Overview of Sales Velocity (Part 1)

The article leverages a useful sales metric, Sales Velocity, as a framework to help break apart the different strategies, tactics and considerations to think about when selling to employers. Each section dives into the different variables of the equation to discuss key components of the employer sales process. 

October 23, 2021

Selling to Employers: Employer Benefits Market Primer (Part 2)

A 101-style primer of the employer benefits market - explaining funding types, buyer types, benefits partners and purchasing cycles.

October 23, 2021

Selling to Employers: Identifying Qualified Opportunities (Part 3)

Identifying two key steps to drive qualified opportunities - partnering to drive leads and ensuring your opportunities are qualified.

October 23, 2021

Selling to Employers: Average Deal Size (Part 4)

Breaking down average deal size - are bigger deals always better?

October 23, 2021

Selling to Employers: Win Rate (Part 5)

Boosting your win rate using by using an empathic approach: listen, tell stories, align incentives, make your product easy to understand and implement

October 23, 2021

Selling to Employers: Average Sales Cycle Length (Part 6)

Understanding components of annual decision making processes for employers and all of the stakeholders at the table can help manage sales cycle variability

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