The pressure is on. A survey of over 100 enterprise sales leaders (conducted by Revegy in Q4 2015) highlighted that 85% have higher quotas this year over last year. Some will make it and some won’t. So how can we make every sales rep a winner?
The Revegy survey also revealed that the “winners” – sales people who met or exceeded their quotas last year – attributed their success to their ability to:
In a recent post, I discussed best practices to gain visibility with key decision makers. This week, I’ll dive into the benefits of mapping your products and services after obtaining a clear understanding of your customer’s business goals and initiatives.
Of course, knowing that a customer wants to increase revenue, or increase shareholder value is merely interesting. The best sales teams understand the merits of getting specific about understanding the customer’s goals and priorities. They understand that if you have the right relationships at the right levels, and those key stakeholders believe you can help them achieve their business goals, then it only makes sense that the customer would share their specific MBOs to ensure their success. Without that information, it’s much more difficult to ensure a win-win outcome.
Case in point: I had a client who was able to identify a customer’s top 3 overarching priorities – no small feat since they were a Fortune 100 healthcare and pharmaceutical company. They then discussed with the key decision makers and influencers how their products and services could help solve one of their three top priorities, which allowed them to gain access to executives that would never have given them the time of day previously. After signing a $17 million-dollar deal, the account team was elated with how much easier it was to get anything to happen when they were able to link their product and service offerings to the customer’s top goals and initiatives. With success like this, you can see how they could make every sales rep a winner.
So let’s make every sales rep a winner, starting with understanding how decisions are influenced across buyer’s organization, and finding a path to visibility to the right decision makers and influencers. Try using a visual approach to understand what is preventing your customers from achieving their key goals, map your product and services to show how you can remove those barriers, and demonstrate the value and ROI of your solution. Happy selling!