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Executives at DynamicOps believe Command of the Message® is a critical component to a start-up’s success.
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Let’s be honest. It can be a lonely world as a sales leader, especially when it comes time to hold the forecast meeting. You often feel like you’re the only one who cares. You’re the only one who’s holding feet to the fire when it comes to making the number.
Selling is always easier when you adjust the sales conversation based on what your buyer needs. Audible-ready sellers excel at actively moving conversations forward by articulating value and differentiation in a way that ties their solutions to their buyers' most pressing business issues.
A true sales transformation partner will leverage your best practices, determine opportunities that will create the greatest impact and help you drive adoption and alignment throughout your organization.
Efficiency and alignment are critical elements of sales productivity. An effective sales process provides a vehicle to enforce discipline, repeatability, predictability and validation of progress throughout a sale.
Most importantly, it allows for inspection and planning – in advance.
Sales organizations around the world are plagued with sellers who lose deals due to no decision or failure to articulate value. They spend their time talking about product features, and when it comes time to close the deal, they end up negotiating on price and losing margin.
In complex B2B sales, there’s always a competitor in the sales equation. Even if your biggest competitor is “No Decision,” effectively articulating your differentiation and the value you provide to your customer can make the difference between a closed deal and a lost opportunity.
Sales is the engine converting your back-end investments like CRM, Marketing Automation and collateral into revenue. If you want to impact bottom-line results, you need a sales process that provides sales leaders, and sales reps, the ability to manage, reinforce and inspect, not just a set of tools that aren’t integrated or relative to a seller’s day-to-day functions. Without real-time insight into what’s working, when, why and for whom, the effort to improve sales performance can become a costly game of darts.
There are many components to a sales conversation: Discovery Questions, Buyer Needs, Value Drivers, Differentiators, but in order to ready yourself to command your sales conversation, you need to do the work up front to make sure the meeting is a successful one. Here are three ways you can prepare for success and ensure a great outcome for your next prospect meeting:
A predictable sales planning process gives sales managers the ability to control the critical few high-performance sales activities that make a difference to sellers and the entire sales team. A great sales plan should provide sales leaders with clear and real-time visibility into the performance of their sales organization.
Healthcare is one of the most rapidly changing industries in existence. If you are selling in this dynamic marketplace, you know the success of your sales organization depends on your sales teams’ ability to have value-based sales conversations that speak to larger business problems.
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