94% of executives surveyed indicate they want salespeople to engage them in a business impact discussion, yet only 19% of salespeople are effective in this regard. Customers increasingly expect selling organizations to use and sell to value. Read how sales organizations can drive greater results by developing an approach to selling that aligns your offering to the business value it creates for your customers. learn more
Salespeople often believe they know what the customer wants and needs, based on their own company's value proposition and one or two discovery conversations with trusted contacts. Salespeople may be responding to an RFP that spells out the official requirements—information that is shared with all bidders. In fact, this information only tells part of the story, and will not really help the salesperson clearly understand how the customer sees value. learn more
Successful sales enablement requires an approach that bridges the gap between the sales strategy and execution, and provides the salesforce with all of the information and resources they need to generate revenue. Read more about how to build an approach that yields results.
So how can salespeople, sales managers, and organizations increase win rates and reduce no-decision rates? The short answer—discipline. If you want the longer answer—discipline in articulating the opportunity, discipline in the analysis of the opportunity, discipline in gathering evidence, and discipline in making go/no-go decisions—please read on. learn more
Customer experience will overtake price and product as the key brand differentiator. Trust is vital, yet lacking in the financial industry. Institutional brands must provide enhanced value with a differentiated customer experience. But how? Learn more.