Your Sales Tech Stack MUST Include Pain Quantification and Value Communication
Gartner says the second most important content type buyers respond to is Value Tools
You Have Created Value for Your Customer – Why Not Quantify It?
You probably don’t need another sales tool
Wow. You now own multiple sales tools. LinkedIn, Docusign, GoToMeeting (or Zoom, WebEx, or Bluejeans, etc.), Litmos, Datanyze, Apttus/ Steelbrick, and Salesforce. You can’t possibly need another one, right? Well, you might.
Only 76% of your reps are achieving quota.
It’s not because of a lack of leads or enough marketing materials or the products aren’t good enough or too many competitors, although there is a few, or the products not priced right. The reason is your reps are quoting prices before the customer understands and can communicate to their teams (a) the cost of doing nothing, and (b) the operational value of selecting your solution, vs. competitive alternatives.