Stay ahead with customer value thinking.

Sales is a noble yet challenging profession. And in the current work environment, practicing your craft can be downright exhausting. However, effective onboarding and training keeps life manageable (and goals attainable) for your sales reps. The key is to simplify your approach. Starting a fresh sales role is like learning a new language — easy to understand when shared in small, frequent chunks of knowledge. With constant iteration. We use these approaches at DecisionLink yielding powerful results.

SaaS business models have transformed the way the world looks at the sales process. What used to be a one-and-done, sign the deal, and ring the bell process has necessarily changed. Even for companies with tangible products like hardware, the sales relationship has thankfully evolved. Instead of a transactional perspective, today’s most successful organizations see sales as a relationship-driven process. Most importantly, it’s about forging long-term, mutually beneficial relationships, which has made the connection between sales and customer success even clearer.

Bringing together the right people and processes to overcome uncertainty

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.

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...