AUSTIN, TX (September 2019) — We are pleased to share that Mereo president, Jay Mitchell, has been featured in a cover interview with Jonathan Farrington for the September Issue of the industry-leading publication Top Sales Magazine.
In this interview, Mr. Farrington uncovers the unique Mereo approach that overcomes stilted results from just sales training alone. See more insights shared below:
Sales Training Alone Will Not Save You — A Holistic Approach to Sustainable Revenue Performance
JF: When a selling organization is struggling to achieve sustainable revenue performance, the first focus often goes to those on the front lines — the salespeople. For decades, sales training has been prescribed as the fix. Yet, you’ve made the bold claim that modern sales trainings are incapable of truly resolving an organization’s real issues.
JM: Sales training and sales enablement sessions are well up our alley. In fact, we recently conducted successful enablement for a client that has since experienced a monumental lift in both pipeline expansion and sales cycle acceleration. But sales training alone will have minor lasting impact without other pieces of the revenue engine examined and finely tuned. Where current sales training programs miss the mark is with value messaging, where sales can communicate to prospects and buyers (1) the value proposition of a solution and (2) corresponding differentiation. Too often, those fundamental ingredients to a win-win with a client are kept in marketing’s and somewhat the product team’s arenas. They are trumpeting the messaging as kingpin — with the idea being if they can get their sellers to use the exact script they fed them, then everything will go splendid. But this is not how sales interactions go. Conversations between buyers and sellers are fluid. This is a major mind shift for organizations to overcome.
For companies seeking to achieve sustainable revenue growth, Mereo provides revenue performance services which help companies win an unfair share™ of sales cycles. Market leaders such as Ariba, Pitney Bowes, Eppendorf, Accel-KKR, SAP, Bazaarvoice, Zebra, E2open, Vistage, Axway, Ortho Clinical Diagnostics, Ace Hardware, Miller Heiman, OKI Data, Logility, Appirio, HireBetter, Oracle, The Vintage Racing League and dozens more employ Mereo’s revenue performance programs to unleash repeatable revenue growth. For more information about Mereo, visit the firm’s website at www.mereo.co