A common reason for losing sales deals is not addressing the customer’s needs. Many sales conversations focus too much on a product’s features and functions rather than on addressing the customer’s business problems. Salespeople often default to product demonstrations and presentations, rather than mapping recommended solutions onto a customer’s business problems. When the sales message stops being self focused and starts being other focused, things turn around. We call this dilemma “S” (self) vs “O” (other) focused.
The sales insight roundup gathers news, research and provocations from thought leaders in sales and leadership. Here’s what we found interesting this week:
Expense management service provider, Concur Technologies, was looking for a way to translate insight selling into real sales-ready tools for their sales reps. DSG joined the mix to help unite the high-level strategy with the actual words used in daily sales conversation.
Research shows that if sales reps are not happy with the messaging content or slide decks they receive from marketing, sales reps will create their own presentations.
The “State of the Sales Rep” study by Brainshark (2013) states that of sales reps who receive content from marketing 42% say that marketing “rarely” or “never” makes them part of the development process. Sales reps report that they end up creating 51% of the content they use on their own. Sales will take ownership of generating the messaging when they are not being given the right tools and content.
When the ASTD set out to measure the state of sales training in 2012, they found that companies spend $20 billion on sales training. Despite this level of spending, almost 75% of companies are dissatisfied with the ROI.
This gap between desired and actual ROI is caused in large part because they're not responding to the trends and shifts in sales training.