You can do everything right as a company…design, develop and launch killer products, refashion your go-to-market strategy to seize growth opportunities, and acquire other companies to drive inorganic growth. But there’s a gap between all of these great strategies and your prospects and customers actually agreeing to buy from you. Your salespeople, with their lips moving, are attempting to bridge that gap. Unfortunately, most are failing. According to sales managers surveyed by SiriusDecisions, your salespeople’s inability to articulate value is the #1 reason they’re missing their quota…and you’re missing your growth targets. Learn how companies like ADP, Cisco, GE, Motorola, UPS and DuPont are creating compelling stories and enabling their salespeople to deliver them in a remarkable, memorable way.
26. Your Price
Their
Price
WHAT YOU NEED TO DO
Negotiatin
g
Tactics
Selling to
business buyer
Deal moves
to
purchasing
1. Identify Unconsidered
Needs
27. Your Price
Their
Price
WHAT YOU NEED TO DO
Negotiatin
g
Tactics
Selling to
business buyer
Deal moves
to
purchasing
1. Identify Unconsidered
Needs2. Exchange Value
28. Your Price
Their
Price
WHAT YOU NEED TO DO
Negotiatin
g
Tactics
Selling to
business buyer
Deal moves
to
purchasing
1. Identify Unconsidered
Needs2. Exchange Value
3. Embrace Tension
29. Your Price
Their
Price
WHAT YOU NEED TO DO
Selling to
business buyer
Deal moves
to
purchasing
1. Identify Unconsidered
Needs2. Exchange Value
3. Embrace Tension
Maximize
Value
36. 1% 4%
Discounting Stock Price
Comp
Threats
Commodit
y
Pressure
8.7%
Op Margin
Discount
Reduction
Programs
Price
Increases
37. 1% 4%
Discounting Stock Price
Comp
Threats
Commodit
y
Pressure
FLEE?
Customer Advocate
Give Away Too
Much
Drop Too Soon
8.7%
Op Margin
Discount
Reduction
Programs
Price
Increases
38. 1% 4%
Discounting Stock Price
Comp
Threats
Commodit
y
Pressure
FLEE?
Customer Advocate
Give Away Too
Much
Drop Too Soon
8.7%
Op Margin
Discount
Reduction
Programs
Price
Increases
39. Price
Increases
Discount
Reduction
Programs
1% 4%
Discounting Stock Price
Comp
Threats
Commodit
y
Pressure
EMBRACE?FLEE?
Customer Advocate
Give Away Too
Much
Drop Too Soon
Acknowledge/Defer
High Targets &
Trades
Concede to Plan
Counter-intuitive
Behaviors
8.7%
Op Margin
Notas do Editor
You’re focusing on profitable growth, and there are few strategies you’re implementing in pursuit of this objective. One of the things you’ve done is implement a sales methodology to establish a consistent selling process.Here are a few numbers <DRAW> that illustrate the challenge you’re up against with regard to making sure that methodology moves the needle:20%: According to CSO Insights, only 20% of companies <DRAW> actually realize revenue growth immediately after implementing a CRM system. That’s only one in five who see an uplift from this effort.70%: That’s the <DRAW> failure rate for all sales methodology implementations due to lack of adoption within the first few years of deployment, according to Forrester ResearchAnd $10,000 is the amount that companies like you invest <DRAW> per salesperson per year in implementing and reinforcing their sales methodology.