Your sales teams need to deliver insights and value, not sales pitches.
Your go to market strategy is developed to support the achievement of revenue goals and objectives. Those targets (the destination) may be handed down or built up - but either way, the plan will involve a variety of alternatives to get there. A thoughtful go to market strategy provides a road-map for finding, winning and … Continue reading Resolving sales and marketing team conflict
The "fear of missing out" (FOMO) as a social anxiety is characterized by "a desire to stay continually connected with what others are doing". In the context of your prospect's business planning, FOMO can be applied as a powerful status quo buster. Changing the "current state of things" is not easy work. By sharing peer-related insight and … Continue reading FOMO and the Status Quo
When your prospect or client really, truly believes that you have their best interest at heart you'll have established trust, the fulcrum of sustainable business relationships. How do you know when you’ve developed a trusting relationship with a buyer? • The buyer asks your advice on professional and/or personal issues. • Your “push-back” on decision-making … Continue reading Trust, the fulcrum of selling success
“On average, customers progress nearly 60% of the way through the purchase decision- making process before engaging directly with a company.” Executive Board Marketing Leadership Council Research 2013 This data point has been referred to often since it was published. It's interesting and makes sense, right? Online research, peer communities and reviews, colleagues, company websites … Continue reading Sales skills evolve along with the new buyers journey
Marketers are finding it increasingly difficult to stand out and differentiate from the crowds.
Searching for blame instead of cause (bad leads, sales reps are ineffective, CRM is too complex). Failing to identify the cause of a weak sales pipeline before prescribing a fix (let's hire another rep, or develop another piece of marketing content). Lack of congruence between marketing and sales (will lead to #1). Sales presentations and … Continue reading 8 reasons revenue teams miss targets (a 60 second read)