The 10% Problem
Competing in today’s crowded, global markets for more high-quality sales opportunities is tough. Reaching decision makers burdened with information overload is even more difficult. I believe time is the new currency. To overcome these obstacles, typical sellers and marketers learn about their target account’s businesses from the public domain or other sources touting they have the inside view.
The more experienced sellers and marketers identify the account’s goals and initiatives and align their products to them using a consultative selling approach or an ABM program. Buying committees & decision makers know their financial & strategic conditions. They wrote them. Then why are you selling to them with only 10% of what they want?
The 10% Reasons
The reasons are very straightforward:
Accounts Executives, LDR’s & BD reps lack time to thoroughly research strategic accounts.
Public account documents are complex, and voluminous.
Identifying an account’s initiatives doesn’t always mean your products align with them.
If they do align, sales & marketing has no way to determine their measurable financial value.
There are very few ways sales teams can present this in a few minutes to differentiate to executives, decision makers or the C-suite.
The 100% Solution
To get to the next level to more easily build sales opportunities and with higher velocity, you need to get to 100%. That means immediately demonstrating your value and speaking the language of the decision maker. You must be prepared to prove yourself on the spot, and with credibility. This requires that you know your financial value. Here’s how your prospects see this:
Understand Accounts Business
Measurable Vendor Financial Outcomes
Financially Aligned to Account Initiatives
Decision Maker & C Suite Value/ROI
Not every prospective executive, whether from IT or the business, needs measurable and predictable financial value to buy from you. However, EVERY deal has at least one or several decision makers, a buying committee, or procurement. Ultimately expenditures get across the C-suite desk for approval signatures. They want it. Be prepared, be consultative at 100%, sell more, sell easier and faster… SPEEDSHEETS.
Revenue AcceleratorsTM is the ONLY provider empowering Vendor Sales & Marketing teams to easily and more rapidly acquire high-performing opportunities from accessing and engaging Decision Makers and C-Suite. By defining the Vendors solution’s financial value, aligning it into Target Account objectives and business initiatives and using 1:1 ABM value messaging in SPEEDSHEETS; we transform Product to Value selling overnight for faster and easier selling. www.revenueaccelerators.com