Are you confident in your 2019 selling strategy?
The new year is almost upon us, which means it’s time to do 2 things, evaluate this year’s sales performance and strategize a roadmap to improve business development and growth sales for next year. Whether your organization fell far below the current year’s sales quota or surpassed expectations entirely, it’s irrelevant. Here’s why:
The sales climate is changing
Buyers are smarter, faster, and more accessible than ever before. From the way they purchase to how the various channels they consume information on, the seller-buyer relationship is evolving at a torrent pace.
Even if you had the best or worst year on the books, sellers need be ready for rapid change and the ability to communicate value to their prospects and customers at every stage of the buyer’s journey.
The platform that answers your buyer’s questions
What we’re bringing to the table simply can’t be found anywhere else in the world. We’ve built a platform that enables organizations to model, measure and communicate Customer Value throughout the entire customer relationship life-cycle.
It’s not one area of the sales cycle you have to focus on. It’s all of them. As John Portman, CTO of DecisionLink, says “You need to win a deal typically three times for it to close…”
Luckily, ValueCloud® gives you more than endless ways to win
Account Insights – Imagine how much better a sales call would go if your team was able to effectively research and understand the needs of the buyer before ever engaging them.
Value Claim/Position – Do you think you would get engagement with higher level executives if you not only introduced what your solution can do but also estimated the specific value impact for all customers from the outset?
Value Proposition – Defend your initial value estimate with a validated business case based on collaboration with the client. A business case that is simple and easy to digest long after you leave the meeting room.
Value Realization – Work with your buyer to not only measure the outcomes and success of the project but to also optimize and improve moving forward. Leverage the value you’ve proved into a state of continuous improvement for your clients, rather than a “Are you ready to renew” stance.