Categories: Sales Conversation | Sales Process
A powerful customer testimonial may mean the difference between winning and losing an opportunity. That’s why we put such an emphasis on proof points at Force Management. The key to leveraging any testimonial is to use it in a way that has impact, depending on your prospect. Your sales process shouldn’t be a cookie-cutter approach. Rather, it should align with what your buyer needs and how he/she buys. You need to look for the right opportunity to have the greatest impact. How do you know when the timing is right?
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New research shows some significant changes in organizational priorities for IT buyers. McKinsey Global’s eighth annual survey on business technologies indicates that executives are looking beyond merely cutting IT costs and plan to increase budgets for new investments. Executives ranked the following as their top three organizational priorities: Improving effectiveness of business processes Improving cost efficiency of business processes Providing managers with information to support planning and decision making
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Categories: Sales Conversation
Effective value-based selling starts with a sales conversation focused on solution value and differentiation in a way that ties back to the customer’s required capabilities. Remember, you don’t have to wait for a big sales presentation to get those points across to a prospect. Start with your next meeting or call with a customer. Whether it’s a cold call, a LinkedIn message or a brief email your initial sales contact should be succinct and impactful.
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Categories: Sales Conversation
In complex B2B sales, it can be difficult for even the most veteran of salespeople not to walk into a meeting or conduct a call with a new prospect and immediately start discussing the greatest features of their latest product or software plan. Many salespeople will make this mistake right after their sales kickoff, enticed by this year’s new offerings. Remember, the cornerstone to effective sales messaging is the customer.
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Categories: Sales Conversation
If you want to repeatedly hit your revenue numbers, you need a sales team that can effectively articulate differentiation. Prospects not only need to see the value of your solution, they should also clearly understand why they should do business with your company, rather than your competitor.
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Think about the last great opportunity you closed. Remember the one where it couldn’t have gone better? It was a large opportunity. You earned a nice commission check. But, even better, your solution truly made a business-level impact for your customer. You had unbelievable measurable results and proof points. If each deal was like that, you would sail through every quarter.
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