Categories: Adoption and Reinforcement | Sales Conversation | Sales Process | Sales Transformation
Top management is the driving force when it comes to adopting strategy, new initiatives and overall effective sales transformation. In a study published in Harvard Business Review, researchers looked at more than 60,000 confidential responses to an employee satisfaction survey where employees answered questions related to change in their organizations. When new strategy was adopted successfully, there was nothing more effective than reinforcement from top management. In fact, researchers said that top management has a “profound impact on how well employees grasp and support strategy.”
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Categories: Sales Conversation | Sales and Marketing
Mixed Messages = Mixed Results We talk a lot about alignment in the sales industry. Bringing sales and marketing into alignment is a key step to improving sales messaging and making a sales organization successful. If sales and marketing aren’t on the same page, you’re hurting your return on investment (ROI) and competitive advantage. Here’s why: Shrinking Revenue and Margins If sales and marketing can’t deliver a consistent value-oriented message, you’ve got a chain reaction of problems. Marketing can’t deliver sales-ready content, and their campaigns won’t generate qualified leads. Without sales ready content, the sales team can’t articulate value to customers. Then, you’ll be dealing with longer sales cycles, discounts that eat up margins and deals lost to the competition.
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Categories: Sales Conversation
Consistent messaging clarifies marketing messages and elevates sales conversations. If you have a framework that tells you what to say and how to say it, you’re going to be more successful when you speak to your customer. Every company wants consistent messaging. The challenge lies in creating and implementing it. A key part to making a messaging framework successful is bringing departments together to hammer out how the people in your company are talking about your products.
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Categories: Sales Conversation
The Olympic Games give us a chance to watch some of history’s greatest achievements. They are a symbol of hard work and success. Most of the athletes, if not all, have spent their lives preparing for these very games. People who know how to win know that preparation is the key to success. Even athletes at the top of their game know the key to a winning performance is flawless execution of the fundamentals. The same is true in the sales game. You can try adjusting your game plan, adding new tools or new equipment, but if you don’t execute the fundamentals correctly, you won’t be winning any medals. This week, in The Command Center, we’re going to get back to basics, key in on fundamentals, and draw from a little Olympic Inspiration.
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Categories: Sales Conversation
One thing seems to be common among most sales organizations; it is difficult to have repeatable success without consistent sales messaging. Do these scenarios sound familiar?
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Categories: Sales Conversation | Sales Process
Every sales organization wants to increase revenue. There are many roads to hitting your number, but the one that will get you there the fastest is the one that’s focused on your buyer. Shift your mindset. Stop thinking like a seller and start thinking like a buyer, especially during key stages of the customer’s buying process. Here are three on-ramps to help guide the customer conversation during critical points of the buyer’s journey.
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