Salespeople cannot expect to meet the specific needs of a prospective customer without completely understanding their industry and company goals.
Vendors that do not recognize the “value gap” may see a looming problem in 2018 as market conditions continue to change. What is the gap?
The central challenge of a prospect realizing value from technology investments stems from the vendor’s misaligned goals and incentives of selling it that way. A vendor’s unsubstantiated value can evaporate a provider’s status as a trusted resource or partner very quickly.
After sales has done months or quarters of laborious, time-consuming work in researching a new account, crafting their best emails and value props, prospecting via social and networking, accessing and engaging with buyers and committees, and delivering their proposal - they still need to close and on time.
Competing in today’s crowded, global markets for a steady stream of high-quality sales opportunities is tough, and reaching decision makers burdened with information overload is even more difficult. Time is the new currency.
Enterprise executives and decision makers in your target accounts have complex problems and all the associated financial pains. They want more from you than your Vendor “solution”.