Win your fight against The 3 Deadly Cs
The 3 Deadly Cs are sabotaging your sales team’s ability to succeed. Buyers are shopping on their own before asking for help (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.), committees are assigned to oversee decisions (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.), and to top it off, everyone looks and sounds the same (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.).
The buying journey has changed, and sales teams are unprepared and ill-equipped to navigate these waters.
Commoditization
As long as you look, sound, and act like your competition, you may as well be the same to your buyer.
It’s time for a new approach if you’re going to overcome it.
Compressed
Selling Time
By the time they reach out, they’ve already done their research and think they know the solution.
If you can’t answer “why you”, you’re stuck answering 3 Ugly Questions for a chance to make a sale.
Consensus Decision-Making
You aren’t just selling to one person, you’re going to need a strategy to win over the whole team.
Slow starts and delays are often an indicator of bigger issues.
And It’s Only Getting Worse…
The progression isn’t slowing down and AI is only accelerating these issues. Everyone is in 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. as their deal values collapse. Now is the time to solidify your stance against The 3 Deadly Cs.
How We Overcome The 3 Deadly Cs
Why should your prospects choose you? Put yourself in their shoes.
You must to be able to answer this question in a way that sets you apart, cuts through the noise, and resonates with the buying committee – in less than 30 seconds.
Once we’ve pinpointed your real impact, we equip your team to win.
Better Conversations
Get access and influence before prospect’s begin their buying journey. Your sales team should be consistently bringing new opportunities your way.
Better Tools
Your team can only be as good as the tools they use. Maximize the team you already have by equipping and training them to use the right ones.
Better Skills
Reach your revenue goals with a confident and competent sales team. Train your team to leverage proven tactics that effectively reach your ideal clients.