Insights and Research for Marketing, Sales Development and Sales

2020 was supposed to be the year of “2020 Vision” but it was as murky and uncertain as the Hudson river currents. These three popular sales effectiveness posts from 2020 will provide fodder in boosting your sales effectiveness now and into 2021.

Post #1 – Buyer Personas

This is What Buyer Personas Look Like When They Actually Get Used

Sales development teams spend their time communicating with prospects to understand their specific challenges, qualify them as a potential customer for the solution, and schedule a meeting with sales. The more they know about the specific personas that they are communicating with, the more relevant their messaging becomes and the more successful that they will be at achieving all three of their objectives.

Post #2 – Sales Discovery

Use A Structured Process for More Effective Sales Discovery 

Sales organizations need a structured sales discovery process to guide discussions between sellers and buyers from initial qualification through the final buying stage. A central part of this process is an iterative method of offering provocative insights and then asking probing questions, a process that encourages the buyer to collaborate with the seller to address an important business challenge.

Post #3: Extreme Value

Extreme Value In A Time of Extreme Uncertainty. Sales Is Stepping Up to Deliver.

As sellers across multiple markets face an increasingly commoditized and hyper-competitive buying environment, sales leaders help lead the organization through rigorous change in pursuit of one goal: help deliver extreme value to prospects throughout the buying process, and thus, exceed quarterly targets. The pursuit of extreme value spawns rigorous resource prioritization and a significant investment in a new kind of sales culture full of transparency, feedback, and coaching. Meanwhile, as fast-growing companies rapidly evolve, sales leaders find themselves evaluating tradeoffs between people, process, technology, tactics, and metrics.

Where is sales effectiveness falling in terms of your 2021 key priorities?