Categories: Sales Messaging
The remote work environment is forcing sales leaders to motivate their teams and increase collaboration within groups and cross-functionally. Building alignment around how to best serve your customers can be a force multiplier that drives significant company-wide improvements, even when it comes to motivating employees and improving collaboration in work-from-home environments.
How Buyer Alignment Reduces Silos and Increases Engagement in WFH Settings
Improving buyer alignment can help to reduce remote working silos because cross-functional teams have a clear understanding of how to operate together to help customers achieve positive outcomes. Additionally, it’s easier for these customer-facing teams to support each other and collaborate on their common mission (the buyer) when they’re speaking the same language both internally and in front of the buyer.
A key to driving organizational alignment with your buyer is to operationalize it through a consumable methodology. This methodology should embed a buyer-focused mindset and messaging framework into your organization. These two components help to reduce remote-working silos and ensure all customer-facing teams are operating in a way that’s aligned with their buyer. Here are a few examples of how your remote cross-functional teams can leverage this alignment and framework to improve productivity, collaboration and customer outcomes.
- The product and engineering team can use the framework to align their roadmap according to what’s most important to their buyer, prioritize product improvements in a similar fashion and drive buyer-focused demos.
- The marketing team can use the framework to build content and collateral to support buyer-focused sales conversations and capture the attention of your market.
- The sales team can use the framework to repeatedly drive conversations with buyers around their business problems, map to the right solutions to ensure a high-value close and set clear buyer expectations to improve customer retention.
- The customer success team can use the framework to execute smooth handoffs from sales, helping them to reduce customer confusion and align ongoing actions to future customer needs, improving retention.
Launching a transformation initiative to improve buyer alignment, centers entire customer-facing teams around a common mission — providing value to their buyer. When your entire customer-facing teams think about their customer in this way, they understand the problems they are solving every day for their customers. Providing your customer-facing teams with a clear picture of how their daily work from their “home office” impacts their customers or other areas of their business, can create positive shifts to sales productivity. In this podcast, John Kaplan digs into why this alignment is so powerful for entire companies and how to capture this type of alignment through a virtual company initiative.
Buyer alignment drives powerful results for companies operating remotely
Entire companies are improving alignment with their buyers and driving impactful results in remote work environments. They’re unifying their organizations around a common, buyer-focused mindset and language.
Sysdig and Plex are notable examples of companies who have generated alignment with their buyer and improved organizational outcomes and engagement in remote working environments. Sysdig’s Keegan Riley shares, “It was this common language that really enabled us to not miss a beat and remain very, very productive, even though we can't get together in person, and everything is shut down."
Learn more about how Sysdig and Plex drove alignment with their buyers and achieved company-wide benefits.
- Sysdig significantly increased net retention revenues and cut ramp-time in half, while operating remotely. Learn more.
- Plex significantly increased pipeline and revenue growth in a remote working environment. Learn more.
