1. Write down the five most important questions you want to ask every prospective customer you speak with. Take them with you. Do not leave until you get the answers.
Also, run these five questions by the most successful person in your office. Ask them if those questions will get you inside the “vault” to where the treasure is.
2. Commit to putting your “IQ” to work in the next 3 meetings you have. You will find your information puts you in a premium position to serve a new client.THE EMPEROR HAS NO CLOTHES
We’ve heard the phrase, “sales is an activity game” but social has shed a massive spotlight on the sales community. The masses out there are shouting right back at your sales reps, “Where’s the beef?”
Sales enablement helps sales teams to get visible but the real question to ask yourself is when your sales reps get in front of the right person what do they have to say?
It’s reminds me of throwing someone out in front of crowd slovenia telegram data who has stage fright, shining a bright spotlight on them and then watching them freeze.
If your sales reps can’t back up personally all of the investment in sales enablement then a few things I guarantee will happen…
They get vetted
They lose the deal
They get beat over the head with the price hammer
WHAT’S THE MISSING PIECE?
The sales profession must come to the business table with value! There’s no magic behind this as the missing layer to effective sales enablement is self-enablement. What can your sales reps do to bring value to your clients and prospects?
Content plays a critical role in sales enablement, however; if your sales team can’t effectively drive a business conversation around the content then they’re dead in the water.
It boils down to this… Your sales team can do so much better. Your clients deserve the best version of your sales reps not a bunch of sales facades running around in empty suits!
WHERE DO YOU START?
You might be asking yourself, “Where do I start?”
It starts with your sales team knowing more than your clients and prospects know about your company’s products, solutions or services.