Every sales organization has room to improve; always look for ways to level up the skill set across your entire team. With this end in mind, I’ve put together the final four value selling steps to help sales reps advance their efforts. Set the bar high, then reach even higher to boost productivity and enhance performance.
Stay ahead with customer value thinking.
We have been here before. And multiple times over the last 20 years. Bubbles are formed, grow too fast, and then burst. Stock valuations go through the roof. Capital is chasing ideas and new business models giving exuberant level of investments without doing the proper due diligence on the attractiveness of the business models. The so-called “unicorns” were born because two people with a cool concept, a nice PowerPoint slide deck, and a Beta platform environment were able to convince VC and angels investors to invest in them. This was a start-up bonanza we had not seen since 2000.
Understanding and communicating the unique value your business provides can maximize your marketing impact at all stages of the customer journey. In fact, companies who clearly understand and share the value they deliver have a greater chance of reaching new, untapped customers and markets. And as prospects become customers, the value you measure and communicate can generate additional revenue through deepening that relationship and turning existing customers into your advocates and sales ambassadors. Our “How to Maximize Marketing Impact with Customer Value Management” white paper explores...
Learn how sales reps are using ValueCloud® to progress deals and elevate conversations
No industry is immune to The Great Resignation, especially in the go-to-market realm. Salespeople may be particularly susceptible to the phenomenon for a variety of reasons including but not limited to working 100% remotely, timing of the commission payments, pay levels due to increased uncertainty, and a lone-wolf mentality that can quickly lead to burnout and a lack of attachment to their teams.
While the world is bouncing back, the economic impacts of the pandemic are still being felt across industries and borders. Organizations are putting expenditure under the microscope, scrutinizing every purchase decision. Sales and customer success teams must be ready to make a strong case for every opportunity, backed by substantiated and specific customer value delivered. And that calls for a scalable value selling solution.