Today’s age of accelerations has unleashed the 3 Deadly C’s (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., Consensus Decision Making, and 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.), creating a new no man’s land we call The Void. It’s where you’re losing deals that should be yours and where your margins disappear. How you confront The Void determines whether you stay relevant, or just become another commodity.
Their measure of success is producing a lead, not closing a deal.
45+ year-old techniques that don’t align with your modern buyer are tone-deaf and counterproductive.
Within The Void lies the moment of truth … when you’re finally invited in for your one shot to really influence a decision. If your salespeople can’t effectively prove your importance and why your buyer needs to do something now, they’ll get stuck in the commodity trap, lose priority and lose the deal.
Something’s got to change…
Download our free ebook and learn specific actions you can take today to beat the 3 Deadly C’s and how the science behind the way we make decisions can help you.
Clearly separate from the status quo by driving preference and priority. and connect your real value to your prospect’s immediate pains and threatsThreats What the primitive brain will act on. Whether real or perceived, the brain prioritizes acting on threats above and beyond any other action. This hurts sellers who are unable to connect the real impact of their product/service to a prospect’s threats..
Spark insights, corral consensus around a point of view and get in before the short list is created with demand building and sales prescriptions that create more opportunities.
Own the proposal period and protect your margins by creating urgency and driving priority with a brain-friendly deal winning presentation, tactics and training.
Clearly separate from the status quo by communicating Driving Preference and Driving Priority and connect your real value to your prospect’s immediate pains and threats.
Spark insights, corral consensus around a point of view and get in before the short list is created with demand building and sales prescriptions that create more opportunities.
Own the proposal period and protect your margins by creating urgency and driving priority with a brain-friendly deal winning presentation, tactics and training.
Overcome the threats to your relevancy and revenue growth, eliminate the failure points in your customer journey and win more deals faster with the Revenue Acceleration Program.
To your buyer, everyone looks the same, sounds the same and acts the same. Once that happens, it’s just 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..
Decision-making teams keep getting bigger and when everyone shows up with their own agenda, you lose priority.
70% of your buyer’s journey is complete before you’re invited in. That leaves you with less time than ever to influence a decision.
To your buyer, everyone looks the same, sounds the same and acts the same. Once that happens, it’s just a race to the bottom.
Connect your value to your prospect’s true pains and threats.
Decision-making teams keep getting bigger and when everyone shows up with their own agenda, you lose priority.
Demand building and sales prescriptions that create more opportunities.
70% of your buyer’s journey is complete before you’re invited in. That leaves you with less time than ever to influence a decision.
Brain-friendly, deal winning presentation, tactics and training.
Empower your team with the right tools to beat the Deadly C’s, win projects more consistently, and grow your revenue. What have you got to lose, other than more prospects, projects, and customers?