Are you enabling your sales force to make deals — or leaving them floundering to break them?
Learn how a greater understanding of what buyers value most, and a commitment to serving those values, can turn your sales deals around to close.
HOW SELLERS CAN BREAK A DEAL
A high level of friction exists in the new B2B buying journey. A number of executives are involved in just a single decision. Today’s typical buying committee has at least six voices — with often upwards of as many as 10 people — each armed with four to five pieces of independently gathered pieces of information to deconflict with the others. This is no easy task on the buying organization’s part.
At the same time, their opportunities to discover more solution options for consideration is expanding with the rapid emergence of new technologies, products and services, and suppliers. B2B buying is challenging. So challenging, in fact, that in a recent Gartner report, 77% of B2B buyer respondents rated their latest purchase was very complex or difficult.
Selling professionals who lack the right value selling approach, sales enablement tools and resources, and skills can make decision-making even harder.
HOW THE SELLERS WHO SEEK TO SERVE™ MAKE A DEAL
Effective selling often comes from an approach of, ironically, not selling — but rather Seeking to Serve, Not to Sell™. Sales leadership must understand what drives their buyers’ decisions and moves them forward. You must take the time to understand what is most important to your buyers in order to deliver relevant, compelling conversations and resources throughout their journey. These insights should drive your sales enablement tools and resources.
Selling organizations that lead with value selling find the most success. These are the sellers who become experts on their buyers. They are the ones truly looking-out for their buyers’ best interests and true outcomes. They embody a commitment for best serving needs and overcoming challenges.
REDIRECT YOUR DEALS TO WIN
Adstream, a leading digital asset management (DAM) software and service leader, was struggling to close deals. Salespeople did not follow a consistent sales process. Sellers led with product-focused messaging. As a result, they lagged behind their competitors and lost deals — until they engaged Mereo revenue performance experts.
We helped them formalize and embrace a consistent value selling approach through sales enablement and training engagements. And as they transformed into a buyer-focused company that operated in a Seek to Serve™ fashion, their demand generation results and win rates skyrocketed. Learn more about their success here.