Get access to decision makers and articulate value messages that resonate with their specific challenges to win more deals
Improve Your Messaging
Create conversational fluency throughout the buying journey
Did you know that...
This dramatic gap calls for increased marketing and sales cooperation. But, how can you make this happen?
75%
of marketing content is not used by salespeople
32%
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?
Message Packaging
Drive action and conversions with insights-driven content, before and after a sales rep enters the picture.
Build Distinct Messaging
Acquiring new customers and developing new accounts require a distinct messaging and customer conversation approach.
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
Raise the Value of Your Offering
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.
Move to Buying Cycle-Aligned Sales Conversations
Build alignment and implement lasting changes
Commercial performance focused on customer impact
Or call us at +32 2 410 11 00 to get your questions answered.
Insights
We are happy to share our latest findings and insights about sales and marketing
