Categories: Sales Leadership | Sales Messaging | Sales Transformation
Today's leaders have an uphill battle to successfully tackle revenue growth goals. Externally, marketplace dynamics have shifted and buyers have redefined why and how they buy. Internally, revenue organizations have to adapt and align their message in a way that communicates their value in today's dynamic selling environment. Strategies for growth and evolution should drive alignment across all your revenue teams. Start with a buyer-focused messaging framework that’s proven to help revenue teams align behind company goals and support front-line sales success. Everyone in your organization should have the same answers to four essential questions. Alignment around these answers will help equip your revenue teams with a consistent message around the value you bring to the market. Aligning the sales organization around new ways buyers are purchasing your solution requires a shift in the sales approach, one that equips sellers to focus on their buyers and be relevant in sales conversations. One of the most critical ways to align customer-facing teams on a new GTM approach is by ensuring the entire sales organization has a consistent understanding of the business value their solution provides and their competitive differentiation in their marketplace. This alignment starts with the executive team. When leaders generate cross-functional agreement on the value drivers and differentiators that are top-of-mind for their most influential buying audiences, they lay the groundwork for creating a consistent, buyer-focused sales message.
Share
Categories: Sales Messaging | Sales Process
In today's economic climate, cross-selling and upselling have become more challenging due to the budget constraints of customers. While gaining new customers is always a positive outcome for any organization, the ability of your sales representatives to sell additional products or services to existing customers is often the key to meeting your revenue targets consistently. Unfortunately, many sales leaders may instruct their teams to pull resources from existing accounts in an effort to meet quarterly goals, without equipping them with the necessary tools and strategies to succeed in upselling. This can lead to disorganized sales behavior and increased discounts, creating unnecessary stress for managers and sales representatives alike as they try to close deals that are not yet fully developed.
Share
Get the latest tips and advice delivered right to your inbox.
Categories: Economic Change | Podcasts | Sales Messaging | Sales Process
Few tools in your sales team’s arsenal can move the needle like effective proof points. They verify that you do what you say you can do. The more proof points are aligned with your buyer’s industry, problem, or positive business outcome (PBO), the more effective they’ll be. Sales organizations with a process for developing and maximizing the effectiveness of their proof points can leverage these important tools in ways that create and preserve value in the sales process.
Share
Categories: Company Alignment | Sales Messaging | Sales and Marketing
Recent economic uncertainty has forced many sales teams to dig deeper into their territories for potential pipeline and put a critical focus on effectively maximizing every lead. As buyers become more budget-conscious and develop more stringent criteria, it’s never been more important to communicate value from the very first interaction.
Share
Categories: MEDDICC | Sales Messaging | Sales Qualification
Most sales organizations have been affected by the economic downturn, which has resulted in rapid changes in buyer behavior, business priorities and decision criteria. You may be experiencing stagnation of growth, declining win rates or struggles with inconsistency in sales performance. Depending on your organization's current challenges, a sales qualification and/or messaging transformation can improve your sales teams’ ability to increase average deal size and win rates consistently. One initiative complements the other, and the true power of each is maximized when they’re executed together.
Share
Categories: Economic Change | Sales Leadership | Sales Messaging
What do today’s most successful revenue-driving sales forces have in common? The top teams all feature the same traits: (1) a customer-focused qualification and discovery process, (2) the ability to attach to desired business outcomes (3) and clear, tangible differentiation. How can leaders help their organization achieve these things? By operationalizing a powerful messaging framework.
Share
Content, Curriculum and Community to Accelerate Sales
Visit Ascender
