Effective sales execution and profitable deal negotiation require powerful positioning of your company’s value. Today’s top sales performers differentiate their solutions through effective visual storytelling. This “secret weapon” can radically improve the impact of customer conversations, and accelerate sales process cycle time. Learn more by watching Tim Riesterer, co-author of Conversations That Win the Complex Sale, demonstrate how it works:
BayGroup International is now a Corporate Visions company. Learn more here.
These words should strike fear in the heart of any salesperson. If your reps aren’t helping your prospects see the difference between your solution and your competition’s, and working collaboratively with buyers to navigate an increasingly complex buying process, you’ll get dragged into these bake-off traps every time. Any deals you manage to recover will be won at the expense of your profitability.
These challenges are the focus of a recent, complimentary report from ES Research Group.
Current pressures that are having the most impact on negotiation results…for both buyers and sellers.
Negotiating strategies: which ones are used most…and which ones work best from the point of view of both sales and purchasing professionals.
Negotiation training: how much is being delivered and reinforced, and how effective is it in the eyes of those who take it.
The popular book by the Corporate Executive Board, The Challenger Sale, tells salespeople that they need to take control of their sales conversations by offering new and unexpected insights into potential threats to their customer’s business objectives.
The question is, what does that mean in practice?
Here’s a hint: it requires going beyond “what to do,” and showing your people “how to do it.”
Want to learn more? Watch this two-minute video to learn how DuPont demystified the process with a four-step program that maximized the profitability of their sales cycles, protected their margins…and resulted in a 68:1 return on their investment:
Excessive discounting. Margin erosion. Deal “sweeteners.” Whatever it’s called, the problem is the same: “value leakage” in customer conversations that costs your company money.
Stopping this “value leakage” is key to maximizing the size and profitability of customer contracts. Learn more now by watching this video:
