SALES PROCESS
Five Steps to Close More Deals RITA PATEL JACKSON
Today’s sales rep has to be smart, knowledge- able, flexible, and, above all, customer focused. Buyers expect skilled sales representatives to deliver insights and value in the form of informed communications and interesting and engaging content. They expect reps to understand their business challenges and offer not only insights, but ideas for overcoming them. It’s not about pushing product anymore.
To prepare for every call, sales and marketing teams need to come together to develop and deploy the right asset mix that answers the questions buyers typically ask – and provide relevant, personalized infor- mation at every step. With more than
a third of buyers reporting they’re presented with irrelevant information during the sales process, this is espe- cially important.
Arming sales with the best content for each opportunity can be a chal- lenge for marketing teams, but it’s not
16 | DECEMBER 2019 SELLING POWER © 2019 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
unachievable. With the proper tools and resources, marketing teams can provide more tailored sales assets – and do so at scale. The key is taking stock of your operation and evolving the way sales and marketing work together in the following ways:
1. ANTICIPATE CUSTOMER NEEDS As organizations invest in develop- ing content for all stages of the buyer journey, reps often have a plethora of content to present to the client. But more options often means more time spent digging for what’s needed – or, worse, creating ad-hoc assets that are inconsistent, off brand, and potentially out of compliance with key regulations. Instead of quantity, focus on quality. Eighty-six percent of buyers are over- whelmed when presented with 10 or more pieces of content – and about
ROMAN SAMBORSKYI /
SHUTTERSTOCK.COM
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33
