Great, detailed article, sales is critical for any org and these actionable steps can help them, which mechanisms have you used to identify their pains in the as-is process?
Tough to answer in a short note but it starts by looking at which factor your are solving (higher revenue, lower costs, reduce risk) then honing in on the value drivers.
EX: for Revenue. If a marketing solution can increase funnel conversion by even a few percentage points, it could lead to millions in new revenue. If they see the main reason that a prospects marketing funnel conversion is weak is because of bad targeting, by showing the percentage of bad leads that are not a fit, they can demonstrate that why the as-is process is hurting the company and they need to aim to correct as soon as possible to benefit in millions in more revenue. Whether the prospect is aware of this or not, honing in on all that wasted effort targeting the wrong people should make them want to change as-is. You need to quantify the cost of the status quo then sell them on the to-be.
This feels like a masterclass on Sales. Detailed and on point. Thank you for sharing!
Great, detailed article, sales is critical for any org and these actionable steps can help them, which mechanisms have you used to identify their pains in the as-is process?
I’m glad you liked the article!
Thank you for commenting.
Excellent question.
Tough to answer in a short note but it starts by looking at which factor your are solving (higher revenue, lower costs, reduce risk) then honing in on the value drivers.
EX: for Revenue. If a marketing solution can increase funnel conversion by even a few percentage points, it could lead to millions in new revenue. If they see the main reason that a prospects marketing funnel conversion is weak is because of bad targeting, by showing the percentage of bad leads that are not a fit, they can demonstrate that why the as-is process is hurting the company and they need to aim to correct as soon as possible to benefit in millions in more revenue. Whether the prospect is aware of this or not, honing in on all that wasted effort targeting the wrong people should make them want to change as-is. You need to quantify the cost of the status quo then sell them on the to-be.
Hope that clarifies.
perfect thank you Ben!
Masterclass that should be taught in sales school courses.
This is a really detailed article. Thank you for sharing this.
I've not seen anyone write about sales like you.
I love the way you bring in sports.
As a sports person myself, I get knocked down a lot, get back up a lot and sometimes stay down for years.
The more you take shots, the more chances you get.
That’s so kind of you to say, I’m really glad you enjoyed it!
…..
I am not sure how to interpret this, but I will take it positively so thank you!
Just an anecdote about sales
Started reading this casually, then had to pull out the notebook 📒 🙌
That makes me very glad to hear, thank you for sharing the feedback @Amanda Brashi !
I was not sure what level of sales maturity readers needed to enjoy it this article.
I have been happily surprised that people ranging from zero business experience to successful AEs are finding useful insights from this.
I hope you will enjoy part II coming out next week.
See part II here:
https://bensaltiel.substack.com/p/how-to-close-anybody?r=dnvri