Get access to decision makers and articulate value messages that resonate with their specific challenges to win more deals
This dramatic gap calls for increased marketing and sales cooperation. But, how can you make this happen?
of marketing content is not used by salespeople
of salespeople’s time is spent searching for or creating content
Improve Your Messaging
Create conversational fluency throughout the buying journey
Are your salespeople talking brochures?
There are 3 answers that every sales rep needs to know: why change, why choose us and why stay with us.
Why change and Why us messages will resonate with prospects. Why Stay will foster customer loyalty.
Internally focused messages answer the “why choose us?” question for prospects. But in doing so, they miss a critical first step which is the “why should I change?” This is the key question that prospects need to answer in order to break the Status Quo and initiate their buying journey.
Create a Buying Vision Early in the Process
Dump your sales process. Focus on the buying cycle
Help your salespeople gain access to executive buyers early in their decision process and work in a consultative manner with those buyers to shape a vision of a solution.
Avoid Losing Against “no decision”
Staying the same is safe and comfortable, while change is associated with threat and risk.
With many deals in the pipeline lost to “no decision” rather than competition, your real threat is the status quo, i.e. buyers preferring doing nothing (staying the same) instead of changing.
To break through Status Quo Bias and get prospects to change their current situation, you need to speak to your buyer’s current situation and why it is putting their business at risk.
Breaking the Status Quo requires the ability to tell a story that makes a compelling case for why they should change, and why they should change now.
We are happy to share our latest findings and insights about sales and marketing
Increasing sales costs and greater pressure on margins are usually the result of inadequate or non-existent internal sales training and supervision. There are also a few die-hard habits that many companies and sales reps cling on to which can cause even bigger problems for sales performance.
During periods characterized by insecurity, the general attitude towards salespeople changes. In addition, customers’ focus shifts to short-term solutions and the reduction of risk. Both present an opportunity for sales organizations that manage to adapt quickly.
Customers’ buying behavior has changed considerably in the past few years. How can sales organizations respond to this challenge? How do you organize sales in a digital world? Are you still sending your salespeople out like talking brochures?