Categories: Company Alignment | Sales Messaging | Selling Technology
The product demo is an important part of any sales process, but they can also be a tricky stage to navigate while maintaining a value selling approach. We often advocate for sellers to move away from the 'features and functions' conversation in favor of discussing business problems and solutions. The demo is a time to discuss both. That can be a difficult balance to strike, especially when selling complex technical solutions. When executed correctly, the demo can be a valuable step to tying the technical capabilities of your solution to the business problems of the customer and progressing deals forward at a high value. Here are some strategies to help you guide your team to execute demos that create commitment and urgency with buyers.
Share
Categories: Company Alignment | Sales Transformation | Scaling Sales
In our recent webinar with Force Management Managing Director and Facilitator Brian Walsh, an audience member posed a question that we hear often in our work with B2B sales organizations:
Share
Get the latest tips and advice delivered right to your inbox.
Categories: Buyer Alignment | Company Alignment | Sales Leadership | Sales Messaging
We recently hosted a live session on Driving a Revenue Mindset with our Managing Director and Facilitator Brian Walsh. He shared insights on what’s changing in sales, what remains critical, and what the most successful organizations are focusing on to maintain revenue momentum. Be sure to check out the full on-demand recording here.
Share
Categories: Company Alignment | Sales Conversation | Sales Messaging
If you’re leading an organization that’s selling a solution, whether in an established market or a new vertical, you’re competing for your buyers’ attention. The competition is high – we are all faced with hundreds of sales messages each day. Successful sales organizations know how to consistently rise above the noise and command greater market share. These organizations ensure that the entire customer-facing team understands how to communicate the value of their solution in a way that’s meaningful to the buyer’s needs and outcomes. The customer journey no longer begins and ends with the salesperson; to stay competitive, it's critical to ensure that value is being created and captured at every stage of the buyer experience. Start by equipping every member of your go-to-market team with the customer-first mindset associated with the business conversation.
Share
Categories: Adoption and Reinforcement | Company Alignment | Sales Training Initiative
A sales training initiative is a big investment - one you want to ensure provides a long-term return. The key to ensuring a return on the investment is increasing the breadth and depth of your engagement, ensuring long-term adoption and extending training to all customer-facing professionals, not just the direct sales team. Today’s top enablement teams are expanding their efforts to a wider set of roles to ensure new strategies permeate into the daily sales motion. This includes Lead Gen, Pre-Sales, Sales, Post-Sales, Channel, Marketing, and Product roles.
Share
Categories: Company Alignment | Sales Negotiation
Many companies mistake sales negotiation as a function conducted exclusively by sellers. We consider negotiation a team effort. In a complex B2B sales environment, it is rare for an individual seller to negotiate an entire deal on his/her own without the support, guidance and active participation from the rest of the organization. There are multiple functions and teams involved in negotiation alongside the sales team. You would be doing a disservice to your company to only involve your sales team in the creation and execution of your negotiation strategy. Each function must have a clear understanding as to how negotiation is executed and agree upon what a great deal looks like.
Share
Content, Curriculum and Community to Accelerate Sales
Visit Ascender
