Categories: Sales Messaging | Sales Transformation
A channel program is an effective way to increase your capacity and expand market share. However, without putting resources behind enabling this avenue for revenue, you’ll likely do more harm than good. To garner the many benefits that come from a robust channel program, you need to put the time and resources into ensuring your channel sellers have the same understanding of your value and differentiation as your own field or inside sales teams.
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Categories: Sales Messaging
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. Here are a few methods top sales organizations use to make sure their proof points are a competitive advantage.
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Categories: Company Alignment | Sales Messaging | Sales Qualification
The fastest path to improving sales results is to effectively translate the business strategy into execution, at the critical point of sale. Your salespeople need to be equipped to act in a way that's focused on nothing but the buyer. That focus is the key to enabling your sales team to execute repeatedly at the buyer-level.
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Categories: Sales Messaging
If your company is fast-growing and you find yourself leading a sales organization that has jumped from startup phase to mid-market, you may be experiencing the challenges fast growth can bring, including:
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Categories: Sales Messaging
A well-defined sales messaging strategy drives high-level buyer-focused sales conversations. It's almost impossible to grow your sales organization if your account executives are unable to articulate the value and differentiation of your products in a way that has meaning to the buyer.
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Categories: Sales Messaging | Sales Process
Enabling your reps with the ability to articulate your differentiation in a way that has meaning to the buyer can be the one thing that makes the difference between meeting your revenue goals or continuing to struggle in your sales organization. As a sales leader, you are ultimately responsible for the number. It's up to you to make sure your reps, front-line managers and everyone who engages with customers are crystal clear on what makes you different from the competition.
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