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Categories: Sales Messaging  |  Sales Transformation

Selling New Technology: Getting Reps Beyond the Technical Sale

How can you grow sales revenue when you’re selling a product that simply isn’t a line item in most buyer budgets? Selling a product that represents a new way of doing business demands that salespeople are equipped to be relevant to their buyers’ business-level challenges. When groundbreaking high-tech companies aim to scale sales success, solidifying alignment with their buyer is a key first step and one that can drive company-wide benefits in the process.

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Categories: Sales Messaging

Shifting to Consumption-based Pricing: Ensure Sales Alignment to Drive Numbers Up

SaaS trends show companies are increasingly making the shift to usage-based pricing models. The ability to increase monetization over time and emphasize a land and expand strategy makes consumption-based models attractive to growing companies. Aligning to new ways buyers use your product likely requires a shifted sales approach, one that equips sellers to communicate value in a way that improves their ability to (1) land high-consumption accounts and (2) ensure long-term adoption within them. Easier said than done.

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Blog Feature

Categories: Company Alignment  |  Sales Messaging

How to Align Your Sales Team After a New Acquisition

Acquiring a company can be an exciting time for an organization. It may bring new capabilities and solution differentiators, perks for employees, verticals to target, etc… On the flip side, an acquisition also brings the challenge of incorporating updates and changes into the sales function. Depending on what was acquired, it may bring changes to your sales process, your qualification process, your negotiation frameworks and/or your sales message. Putting a disciplined plan together that equips your teams to execute at the buyer-level is critical. That plan often starts with your sales messaging framework. Here are key areas to consider as you start aligning your sales team after an acquisition. 

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Categories: Podcasts  |  Sales Messaging

Develop Proof Points That Make an Impact

Proof Points are a critical component to the sales process. They provide proof that you do what you say you can do. The more they’re aligned to your buyer through industry, problem or positive business outcome, the more effective they’ll be. Sales organizations that have a process for developing and maximizing the effectiveness of their proof points are able to leverage this important tool in a way that creates and preserves value in the sales process.  

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Categories: Sales Messaging

2020: The Great Teacher

Through podcasts, conversations and LinkedIn activity, you’ve probably heard me call 2020 the “great teacher.” No matter who you are or where you are in this world, we all have learned something about ourselves this year. I like to compare the 2020 business landscape to boats in the harbor. The water level lowered and ALL of our boats went down at the same time, but not all of our boats rose at the same time. Why did some boats raise back up and others have not and maybe will not? As I pondered that question, I thought about a few metaphors that may help explain my thoughts on why some will come out of this Pandemic stronger and in a better place to win. Here are three concepts that I think pertain to that current situation: 

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Blog Feature

Categories: Sales Messaging

Methods to Increase Sales: Nailing Your Proof Points

There's not a salesperson out there that doesn't love having a multitude of case studies and customer testimonials that demonstrate the value and differentiation of your solutions. Proof points help move individual opportunities forward, gaining attention of prospects and mitigating purchasing risk. Elite salespeople know how to use them effectively. Elite sales organizations have a process around capturing them and using them.

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