The past three month I have been working with the Mereo team in a sales internship — and I have a lot of selling lessons to share with you from that time.
I have seen the ins and outs of sophisticated B2B sales cycles and processes. I have had an inside look at different selling strategies and have watched the Mereo Principals guide these clients toward winning results. There has been so much more beyond these highlights too. But in this blog takeover, I want to focus on my favorite project: creating a sales playbook.
The Mereo Power Play™ Book acts as an ultimate guide for all buyer-facing teams in an organization. This vital selling resource aligns selling professionals and gives them tools to support buyers. And at Mereo, the expert Principals take the playbook a step further. They lead with the philosophy Seek to Serve, Not to Sell™ in creating the book itself — while they also imbue this philosophy into the pages for an effective value-selling approach.
SEEK TO SERVE IS EVERYTHING
In creating the playbook, I got to see the Mereo Seek to Serve™ philosophy put in practice. Where some consultancies might create a single playbook and tweak it here and there for different selling organizations, Mereo takes the time to understand a selling organization’s specific needs, goals, buyers and their specifics, and the best path forward. Then, they distill their client expertise into a playbook catered to that specific client and their buying audiences. The result? A strategic, enabling resource that actually makes an impact on clients and their buyers alike.
Within the playbook, too, Mereo leads clients toward a value-based selling strategy that encourages selling organizations to put Seek to Serve into practice. They do this through a powerful value proposition and consistent messaging approach, coupled with leading practices for engaging buyers in value-oriented conversations all along the buying journey. Together this gives buyer-facing professionals all the tools they need to connect with their buyers in significant ways.
A MORE-MEANINGFUL PATH FOR SALES
I came into this internship a sponge — and I am grateful for what I was able to soak up. I plan to apply the Seek to Serve, Not to Sell approach to any of my future endeavors, both personally and professionally.
I highly urge you to learn more about this meaningful, value-steeped philosophy too. Check out the Seek to Serve eBook and find a guide toward not just being a seller but being a trusted agent who solves problems.