A Stronger Sales Engagement
Tech CEOs need to provide guidance on how they want their sales team to approach the sales engagement. The sales team need the proper information and sales tools to make the best use of the prospects time and show the solution matches the strategic, business and operational needs of the prospect.
Tech CEOs Struggle with
Long Sales Cycles
Frustrated by Sales Cycles that continue to grow and are not predictable.
Lost Sale
After investing time with the prosect, losing sales to competitors or worse, to no sale.
High Turnover
Continually cycle through sales people looking for the right person.
Common Approach
Once the sales team is hired, they are shown the solution, walked through a feature benefit discussion, and provided a canned presentation on how to engage the prospect.
The Result
The Problem
The cookie-cutter approach employed by most corporations does not give the salesperson the foundation on which to answer the prospect’s question The salesperson fails to answer the prospects questions satisfactorily, create urgency, differentiate from competitors, and guide the sales conversation to closure.
The salesperson is forced to use generic presentations and marketing materials that are not focused on the prospects most important needs.
The salesperson is left to their own experience and knowledge on how to move the prospect through the sales conversation.
New Viewpoint
Create an environment where the salesperson has the information to be able to guide the prospect and show them how the solution meets their most important business needs.
- Move away from feature benefit discussion and canned presentations.
- Build off the value creation process to focus on the prospect’s business needs.
If you are not able to achieve a cost or pricing advantage, you may not have a strategy.
tAILOR sALES coNVERSATIONS
Give the salesperson the ability and motivation to create prospect specific value sales conversations.
Link to Marketing
Create processes and capabilities that allow marketing to provide content that aligns to the prospects most compelling needs.
Triggers
Identify the Triggers that indicate the current way of doing things is reducing business performance. Then show how a new approach can help meet business goals.
Contextual INformation
Understand you will engage the prospect at several levels, each with their own needs and compelling triggers
Learn More
Delve into the ways to improve your sales conversations and close more deals.
