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What percent of your sales force made quota last year? A CSO Insights survey suggests that 57% is average among B2B sales teams, meaning 43% didn’t meet goal. The fundamental problem is that, no matter how clearly specified your sales process, the wild card for any deal that your sales team pursues is buyer decision-making:
When, how and why do buyers commit?
Each phase of the buying cycle usually involves distinct and identifiable activities by buyers: identifying & prioritizing, evaluating, deciding & purchasing. Consequently, sales team content varies with the phase in the buying process it’s addressing. A Value Proposition is a central piece of content that supports and evolves with the best B2B sales teams. At its foundation, a Value Proposition addresses the most important question for your buyer, “what do you do for your customers?” Viewers will learn:
- How a Value Proposition can be introduced early in the sales process
- How a Value Proposition supports sales teams in obtaining buyer commitment
- How a great Value Proposition evolves as a central piece of content through the sales cycle