Categories: Sales Messaging
A well-defined sales messaging strategy drives high-level buyer-focused sales conversations. It's almost impossible to grow your sales organization if your account executives are unable to articulate the value and differentiation of your products in a way that has meaning to the buyer.
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Categories: Sales Messaging | Sales Process
Enabling your reps with the ability to articulate your differentiation in a way that has meaning to the buyer can be the one thing that makes the difference between meeting your revenue goals or continuing to struggle in your sales organization. As a sales leader, you are ultimately responsible for the number. It's up to you to make sure your reps, front-line managers and everyone who engages with customers are crystal clear on what makes you different from the competition.
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Categories: Sales Messaging
If you've never been through a Command of the Message engagement, it's difficult to understand what commanding the sales message really means and how your organization achieves it. We write and talk a lot about having Command of the Message® because we believe that without it, no sales organization can thrive in a competitive environment. Command of the Message is the hallmark of a high-performing sales team.
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Categories: Sales Messaging | Sales Planning | Sales Process | Sales Transformation | Talent Management
High-performing sales organizations don’t get there by chance. It is a predictable and calculated path to growth. The best sales teams have the necessary foundation in place so reps and managers are able to (1) spend time on high-value revenue activities and 2) (effectively execute with buyers. There is a sales motion in every organization that drives rep productivity and ultimately revenue growth.
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Categories: Sales Messaging | Sales Transformation
When you are trying to accelerate growth in your sales organization, every component of your sales team and process needs to be maximized for effectiveness. Meeting aggressive revenue goals demands a focus on sales talent, sales planning, sales execution and sales messaging. Time and time again, we’ve seen organizations struggle with which area to tackle first. Indeed, it can be a bit overwhelming. Our customers that have been most successful typically start with aligning their company on the value they provide their customers and what makes them better and different than the competition.
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Categories: Competitors | Sales Messaging | Sales Transformation
Leading a sales organization that hits its number repeatedly is a difficult and complex task. You are probably living these intricacies right now – complex solutions, gaps in your sales team, multiple buyers, product/sales/services not on the same page – Sound familiar? We’ve seen it time and time again. Truth is, the challenges you’re dealing with are common and sometimes, taking the first steps to solving them isn't all that complex.
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