Your prospects don’t know they need you.
We’ll help you drive revenue by winning the sale before they even begin shopping.
By the time your prospect begins their search, it’s too late.
They already know there’s a problem, and they’re going to fix it their own way (which might not be the right way, but what salesperson will tell them that?)
They need a trusted partner who will help them do things the right way.
They need you, and you’re going to have to start by tackling The 3 Deadly Cs.
All modern sales organizations are plagued by The 3 Deadly Cs
COMMODITIZATIONCommoditization Absence of any perceived value, making it so that price becomes the only determining factor. Whether there is real differentiation or not, if the prospect’s brain cannot or will not distinguish this differentiation, it doesn’t matter. | COMPRESSED SELLING TIMECompressed Selling Time Technology has enabled people to glean more education and insights without the assistance or guidance of salespeople. A 2020 Gartner study demonstrated that 83% of the prospect’s buying journey is completed before the salesperson is invited in. Less selling time prohibits effective investigation of need and trust building, putting all sellers at a disadvantage and making “selling” all about responding to requests, reacting, and order taking. | CONSENSUS DECISION-MAKINGConsensus Decision-Making Decision making teams average nearly seven people in size. Gaining agreement among seven is challenging, especially when each person has their own priorities. The net result is often indecision or selecting a solution that’s much smaller than what should be purchased to meet the organization’s needs.
We believe the biggest current threat you face is becoming a commodity in your prospect’s eyes. Decision making teams keep getting bigger and they’re ignoring your salespeople until the very end of their buying journey.
This is driving a race to the bottomRace To The Bottom This happens in the procurement sale phase where there’s little to no vendor differentiation in the prospect’s brain. Price becomes the deciding factor, and vendors many times get pitted against each other to win via the lowest possible price. Organizations may hope that later this pricing position can be reclaimed (after the initial sale is made, in future sales), but this rarely happens., all caused by The 3 Deadly Cs. This race won’t stop on its own and we believe companies must prepare for this future.
Get in front of the RIGHT deals EARLY to defend your value and win.
