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JUNE, 2018

NEWS & UPDATES
INDUSTY INSIGHTS

C-Suite Chats With Christian Valiulis,
June 2018

Our very own CRO, Christian Valiulis, is a member of the Forbes Business Development Council. Once a month, these members come together for Q&A sessions about relevant, important topics in the business world. The council recently touched on topics surrounding customer trust, business strategy development, and identifying target industries for your company. Here’s what Christian had to say:

1. Given the recent controversies surrounding Facebook’s breach of trust with its users, how do you show customers or leads that your company is worthy of their trust?

Christian: Document Your Data Security Measures

Have a documented data security measure in place with an audit like the SSAE 16 SOC 1 to reference ensures you can implement a strategy that’s verifiable to customers and prospects alike. Employing documented and audited security protocols coupled with honest communication about data protection and usage reassures people that your company is trustworthy and cares about the safety of user data.

So how are businesses supposed to show they’re trustworthy in this new age of technology? Check out what the other Forbes Business Development Council members had to say in this article: Six Important Ways To Build Customer Trust In The ‘Facebook Scandal’ Era.

2. Every sales team has a generic pitch for their product or offering, but how do you develop a pitch that is designed with specific partners in mind?

Christian: Find Your Niche

The best strategy is to find a niche your organization performs well in and stick to it. To do this, you have to know your competitive advantages and strengths. It’s also imperative to have a clear understanding of the personas you’re targeting and why they care about or have a need for your product. Only when you can answer the whys can you create an industry-focused, personalized pitch.

Your business provides a unique product and/or service, and it’s important you develop a pitch around your strength. Here’s some advice from other members of the Forbes Business Development Council on how to do just that: Six Ways To Tailor Your Sales Pitch To A Specific Partner.

3. It’s easy to let your business’s overall goals become disconnected from business development efforts. What’s the first step toward aligning your company’s goals with biz dev efforts?

Christian: Strategize Information Flow

As an organization grows, leaders can become disconnected from the front lines. Create an internal strategy that revolves around vertical information flow to make sure all departments are on the same page. Have a strategy that ensures the goals created at the top are communicated clearly throughout the company. Use KPIs to monitor and measure the success of strategized internal information flow.

It can be difficult to align business goals with the company’s mission, especially when there are multiple departments which are made up of a diverse group of people. Here’s some advice from other members of the Forbes Business Development Council: Eight Strategies For Improving Alignment Of Company Goals And Business Development Efforts

4. How can you structure your sales team to maximize future sales, no matter what industry you’re in or how big your team is?

Christian: Hire For Agility In Industry Shifts

There are always shifts in buying behaviors, but you don’t need a big team to be agile with changes - you just need to make sure your staff is stacked with agile people. You can’t predict when changes will happen in the future, but you can be proactive in anticipating these changes. Monitor CAC to determine when and how your sales team needs to adapt in order to maximize future sales.

What is the best way to optimize sales? Through your sales structure. You’ve already seen what Christian had to say. Now read what other members of the Forbes Business Development Council had to say about sales optimization: Seven Ways You Can Optimize Your Sales Team’s Structure.

5. According to new data from the Bureau of Labor Statistics, Millennials have an average of 7 jobs between the ages of 18 and 29. How do you recruit and retain young talent as job-hopping rises?

Christian: Create An Experience Around Instant Gratification

Post job openings where millennials can instantly apply. If they’re on LinkedIn, make sure they can apply for an open position with one click. To retain them, set clear expectations; they feel more successful if the job isn’t so ambiguous. Break down large goals into smaller, quicker attainable ones. Millennials want to work hard, they just need to see their value over a shorter amount of time.

More From Christian:

Christian hosted a webcast with HR.com on May 30. He discussed how HCM technology can help push past barriers to truly great employee lifecycle management. You can access the recording of the webcast by clicking the button below. Click the image to download the Employee Lifecycle Management report referenced in the webcast.

About Christian Valiulis

Chief Revenue Officer Christian Valiulis at APS is a member of the Forbes Business Development Council. As a national human capital management and full-service payroll processing company, APS delivers a unified cloud solution backed by guaranteed payroll tax compliance services. Christian oversees marketing and sales, channel partnerships, and strategic product and service alliances. Connect with him on LinkedIn to stay up-to-date with his most recent publications.

About Forbes Business Development Council:

Forbes Business Development Council is an invitation-only organization for senior-level sales and business development executives. Find out if you qualify at forbesbizdevcouncil.com/qualify.

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