Categories: Sales Messaging
The remote work environment is forcing sales leaders to motivate their teams and increase collaboration within groups and cross-functionally. Building alignment around how to best serve your customers can be a force multiplier that drives significant company-wide improvements, even when it comes to motivating employees and improving collaboration in work-from-home environments.
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Categories: Buyer Alignment | Sales Messaging
There are a lot of organizations that tout what makes them different from the competition. However, at times, that differentiation is simply talk because sales reps are unable to articulate that differentiation in terms of buyer needs. Cross-functional alignment on the competitive differentiation of a great B2B solution and a sales consumable framework that enables reps to leverage that differentiation, can have a major impact on the sales team’s ability to win more and close higher-value opportunities. See how successful sales leaders generate this alignment and operationalize it in a way that drives repeatable sales impacts and company-wide benefits.
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Categories: Customer Success | Sales Messaging | Sales Negotiation
Quarterly Business Reviews are a common practice for B2B sales companies. They’re meant to provide value for the customer and also provide an opportunity for the sales team to discover ways to help customers be successful, but all too often they miss the mark. Most executives have been through countless lackluster or for lack of a better term, bad QBRs. That’s why your buyers may avoid these important discussions and opt to not come altogether. With a well-defined process on how your customer-facing teams create and capture value, you can differentiate your approach to these important meetings.
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Categories: Sales Messaging | Sales Transformation
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
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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Categories: Company Alignment | Sales Messaging
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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