GUEST: Dale Knipp, Strategic Account Leader at Synamedia
Sales folks, let’s admit. We’ve all been there.
We’ve attended countless training programs with high hopes, only to witness the initial enthusiasm fizzle out as we try to implement the strategies in real-world scenarios.
This brings us to an important question we must address.
How can you effectively roll out, adopt, reinforce, and drive transformational results with a sales methodology?
How Can Sales Leaders Navigate Unexpected Business Outcomes?
Every project you embark on rarely unfolds as smoothly as anticipated. While you may achieve significant growth in the first twelve months, you may also notice a lengthening in your average sales cycle, which can be unsettling. However, unexpected outcomes are part of the game. When confronted with such challenges, it is crucial to pause, reflect, and pose the appropriate questions to uncover the gaps in your deals.
Are you familiar with your business problem? Do you understand the value your customer derives from a business perspective? Once these gaps are identified, take the necessary steps to address them, enhance your forecasting capabilities, and establish realistic expectations for your leadership team.
“Once you start to implement this and be strict about the definitions of business issues and values and plan and all the things that are part of our opportunity assessment tool, if you’re strict about it, that scary moment happens, and everybody freaks out a little bit.”
Unveiling opportunities amidst challenges
When embarking on a profound transformation, one must be prepared for significant opportunities as well as inevitable challenges. Initiating change and reinforcing desired behaviors can be arduous, often met with resistance from individuals who are hesitant to embrace new mindsets.
Nonetheless, there exists a powerful approach to overcoming these obstacles. By presenting others with a value prompter and engaging them in a conversation, one can invite them to explore the authenticity of the transformation. In just a few minutes, this process opens the door to insightful questions that reveal blind spots in one’s approach.
Furthermore, it enables the formulation of a strategic plan by leveraging the experiences and perspectives of others who have encountered similar situations. Regularly scrutinizing the implementation of value prompters and incorporating peer reviews and deal nutrition enhances the efficacy of the transformation process.
Fostering cross-functional alignment for effective value selling and business scaling
In today’s business landscape, organizations strive to optimize their resources and expand their operations. Achieving this goal requires a cross-functional approach and alignment among teams. This means that various departments, such as marketing, presales, after-sales, services, and customer success, need to work together to enhance efficiency and scale the business.
To facilitate this collaboration, it’s essential to implement a value-selling approach that involves all individuals who interact with customers throughout the sales cycle. By adopting value selling, everyone gains clarity on the authenticity of a deal, enabling the entire organization to ask more insightful questions and respectfully challenge one another.
When introducing value selling or any other initiative, it becomes crucial to involve, align, and gain the commitment of all teams. This establishes a unified operating framework for the market. By achieving such cohesion, the organization minimizes friction and streamlines processes.
“It’s not just about the sales team. It’s about the ecosystem that you need to be successful in the marketplace, and getting alignment from all of those organizations is a critical requirement.”
Now that you know what it takes to see a methodology truly adopted to drive results…learn how to apply other tactics and tools for a disruptive B2B marketing and sales strategy. Check out the full list of episodes here: The B2B Revenue Executive Experience, and instructions on how to rate and review the show are here.