Beyond Features to Solutions
Randy Seidl
CEO | Board Member | CRO | Sales Community Leader | Advisor | Executive Recruiter
Understanding the specific customer business needs and not just requested features is crucial for closing deals, particularly now in Q4.
Sellers need to quickly be able to get to the underlying problems their prospects aim to solve, and adapt their sales strategy accordingly (beyond just features).
Thank you Greg DiFraia for your book entry, and happy selling!
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Tech Sales Insights LIVE
Join Randy for this weeks episode of Tech Sales Insights LIVE featuring Chris McCarthy , Founder of 45 East (ex. Microsoft, HPE, and Cisco):
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The Alexander Group
On the Rise: Marketing Compensation & Incentive Plans Trends
How are marketing teams being incentivized for their efforts in the sales cycle?
The benefits of an effective, well-designed compensation program can mean the difference between profitable growth and stagnation. Despite market volatility, firms with commercial (marketing, sales and service) organizations that remain successful continuously and appropriately incentivize their teams―top commercial performance leads to improved margins.
Alexander Group’s recent Comp Hot Topics Survey report provides insights on seven compensation areas that enable commercial leaders to efficiently design their plans to remain competitive, including valuable data points and trends. Over 350 companies across seven industries gave input on sales compensation costs, quota planning and attainment, profitability and job-specific comp practices. But with the integration of marketing, sales and service often reporting up to a Chief Revenue Officer or similar role, how are marketing and service teams being incentivized for their efforts in the sales cycle? Is “sales compensation” really just for sales?
领英推荐
Convertiv
Some CRO’s we speak with have too much and need to consolidate, others need more.
But what everyone needs to make sure of is ARE YOU GETTING THE VALUE, INSIGHTS, and DATA to help you sell more?
Check out the Modern Revenue Operations Architecture:
Humantic AI
Selling Is Evolving. Are You?
Humantic AI is a Buyer Intelligence platform for revenue teams.
Top revenue teams use Humantic's Personality AI to identify early adopters, help their BDRs personalize outreach and enable their AEs with vital customer insights for every deal.
Try a free-trial for your personality?profile & those you are?selling to today here!
Randy's Tips to Sell More ?? Excerpts from Your Go-To Sales Advisor
Product Features Don’t Win Deals—They Lose Deals
By Greg DiFraia
What the Idea Is: Product features don’t win deals; they lose deals. Many times customers ask sales if they support a feature or function. You must be careful how you answer this question, as the wrong answer can exclude you rather than include you in the deal.
Why It Is Valuable: The key is to first understand what the customer is looking to solve with the feature before responding. Just understanding the feature itself does not tell the whole story about why they need it, what pain the organization is looking to solve, and the negative effect the feature can bring if it can’t solve their problem. You must clearly understand the business and technical requirements that are aligned. Your ability to change the decision criteria is key to winning the opportunity. You could be fighting the feature battle if you don’t understand the root problem and you’re not providing a comprehensive approach to solving this uniquely differentiated situation.
How It Works: As leaders of sales teams, we spend time reviewing opportunities and where we need to strengthen our stance, using the MEDDIC methodology as our qualification guideline. Two of the key components are decision criteria and ensuring the team understands. It’s crucial that we dig in to understand the requirement that is driving our customers to ask for a specific feature. In our space, there are typically three to five ways to solve the problem technically, but we will need more insight in order to guide the customers down the right path for them, rather than just stating, “Yes, we have this feature.” If we can execute this process, our win percentage is drastically improved.
The Alexander Group | Outreach | Gong | Convertiv | Xfactor.io | Salesbricks ?? Modigie, Inc. | Spotlight.ai | Humantic AI | Sandler | TitanX Informa TechTarget