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Sales Strategies

ROI

Dive Into Strategies for Success

Building a Culture for Success

Every section offers a distinct perspective to consider as you build your culture of success.

SELLING IS PART ART AND PART SCIENCE

How do you tackle the art?

How do you leverage the science?

Selling is Part Art and Part Science
Selling is Part Art and Part Science

EFFORT

The value of extra effort:

1.  Use real customer data to differentiate.  If they have no data or bad data, it can help you tell a compelling story.

2.  Build competitive solution differentiation no matter what you sell!

3.  Differentiate your positioning and increase your win rate!

VALUE WEDGES

Building Value Wedges

DO YOU END UP IN A FEATURE PARITY WAR WHEN THERE IS COMPETITION?

TRY THESE

BROADENING - the value of CX and business impact

CONSULTING - for path from current to desired future state

DELIVERING - industry + competitive knowledge

DESIGNING - strategic plan for every engagement

ENGAGING - to retain current base + win new business

FACILITATING - a consultative buyer’s journey

FOSTERING - industry or vertical best practices

MANAGING - change and pivoting with agility

PARTNERING - with you and your prospects

POSITIONING - winning solution through storytelling

Get away from "me too" gauges!  Have you ever heard yourself say, "We do that too"?  If so, you are using a "me too" statement and are likely stuck in a feature parity war with a competitor.​​

Have you ever heard yourself say, "We do that too"?

Control
Value

FOCUS ON Needs First
Then 
Nice-to-Haves
​
Know the Difference

Ideal
Customer

Offer Unique
Value
​
Stay Focused on buyer personas

Model
Company

provide domain expertise on  the vertical
​
Use industry Stories

Data Insight Questions
DIQs

Imagine if had a toolkit filled with DIQs - by industry, by persona - that was a simple tactic to increase your persuasive impact?
                           

                                           

YOU CAN!!! 

 


There is a methodology where you can present an insight before asking questions that can build trust with your prospect and boost your persuasive power in the sales cycle.

  • It must be relevant to the industry or the persona

  • It should be somewhat provocative

  • It must "speak" to the audience
     

 

Strategically plan your DIQs.  

Data Insight Questions

10% Messaging

Imagine if you could control the 10% audiences remember from your presentation?
                                                                       
YOU CAN!!! 

There is a methodology you can follow where prospects will remember your message in a sea of information they must consume as the go through through the buying cycle.

Control Your Message

Strategically plan the message.  

ESTABLISH  RELATIONSHIPS

  • There is no one-size fits all in selling
  • Cold outreach and email overload don't typically work for buyers
  • The low response rate is often not worth your time

TARGET ACCOUNTS & UTILIZE RELATIONSHIPS

  • Identify accounts with the most whitespace
  • Laser focused on right buyers
  • Find these buyers when they are ready to engage
  • Locate and partner with hidden allies (a warm path) from your network  

BUILD YOUR SUPER POWER

  • Use data do research 
  • Focus on ccount insights, buyer intent, people and relationship intelligence​
  • Build action from findings
  • Work toward outcomes that build pipeline
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