Supercharge Sales Effectiveness
Sales effectiveness is a favorite buzz-word for today’s B2B sales
organizations. I looked at a chart recently of sales technologies,
methodologies and so forth, it looked like this. Photo To Right Opens.
Of course there is a whole different chart for “Inside Sales”, and don’t even go to the adjacent Marketing chart.
If you search for a while, you’ll see DecisionLink on the chart, one of hundreds of technologies available to clutter the landscape and hopefully impact sales productivity. Don’t get me wrong, I’m glad we’re there along with several of our customers.
We all think we’re the end-all, panacea, stick that stirs the drink (with apologies to Reggie Jackson). We even used “silver bullet” in a recent messaging! Unfortunately, there’s a whole lot of capability expressed that is about bombarding buyers with more content faster while barely scratching the surface of “what’s in it for me”. “Me” being the buyer.
In this series, we’re going to focus on getting personalized and specific with buyer value, and
how doing so positively impacts virtually every other investment in sales enablement, sales effectiveness, sales whatever-you-want-to-call-it technologies.
We look forward to your input, feedback, critiques and more!