Categories: Sales Leadership | Sales Messaging
True alignment that drives predictable revenue means NO SHORTCUTS. No shortcuts on defining the problems your organization solves and how you solve them. No shortcuts on the steps you take to align behind your customer’s decision-making process. Very few buyers take shortcuts on the buying side, so great sales organizations can’t afford to take shortcuts on the sales side.
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Categories: Sales Leadership | Sales Messaging | Talent Management
There is a sales motion in every organization that drives sales productivity and ultimately, accelerated revenue growth. When you see companies that are outpacing their competition, it’s because they’ve defined a consistent sales motion and have aligned their functional areas behind it.
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Categories: Sales Messaging
At the end of a quarter, you are either feeling great about how your sales teams will end up or your struggling trying to pull anything you can out of the pipeline. If there is room for improvement, you may have a group of salespeople that are challenged with:
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Categories: Sales Messaging
Digital continues to be a pervasive influence in B2B buyer engagement. Recent research by SiriusDecisions demonstrates the importance of B2B organizations having a solid understanding not only of how their prospects interact digitally with their organization, but how that behavior influences sales conversations. The research makes the point that (1) digital can be a powerful resource for B2B buyers and (2) salespeople still play an integral role in moving opportunities forward.
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Categories: Sales Messaging
Messaging affects every aspect of the sales process, from the first communication to negotiation to the close. Problems with sales messaging can lead to bigger problems: negotiating on price rather than value, low productivity, and missed quotas, to name a few. If your organization is experiencing any of the messaging problems below, it’s time to address them. The longer you wait, the more impact to the bottom line and your revenue growth goals.
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Categories: Sales Messaging
If you’re selling in today’s B2B marketplace, you know that buyer behavior has gone digital. Your next prospect has an abundance of content and information out there to consume in his/her decision-making process.
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