Beyond the Product
Randy Seidl
CEO | Board Member | CRO | Sales Community Leader | Advisor | Executive Recruiter
Personal connection precedes corporate engagement in the sales process, especially in markets where product offerings are closely matched.
It's not just about the tangible offerings but also about the culture of your company, which now plays a critical role in the customer's decision-making process.
With sales embedded into the culture, making it both noticeable to the outside world and effectively communicating this will help to build lasting customer relationships.
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"We need to bring consistency to AI projects because it's not just about building great solutions; it's about securing, governing, and protecting personal information."
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Join us for an exclusive Enterprise track at Sandler Summit 2024. This private afternoon will feature panels of industry leaders sharing forecasted trends and discussing best practices for revenue generation.
Hosted by Randy Siedl, Founder of the Sales Community, these sessions will equip you and your organization with the mindset and skills needed to sustain success in the modern market.
Afterwards, stay for a happy hour where you will get personal networking time with the speakers and other industry leading attendees.
To register, click here!
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Randy's Tips to Sell More ?? Excerpts from Your Go-To Sales Advisor
Sell Yourself, Sell Your Company, and Then Sell Your Product
By Peter Bell
What the Idea Is: People have to want to do business with you as a person, then they have to want to do business with your company, especially in areas where product offerings may be similar. This applies, no matter what stage your company is in (start-up or well established).
Why It Is Valuable: This truth transcends industries and scales from small to large.
How It Works: It’s important to share up front what is unique about you and your company. Sales is a big part of the culture of the company. In the past, culture was an internal component; however, it is now visible to the outside world and often determines how the company is perceived by the customer, thereby becoming a determining factor in their buying decision.
This is basically a test to see if the reps believe enough in themselves and their company to “drink the Kool-Aid.”8
This concept resonates well with salespeople and sales managers. In the world we live in today, with recurring revenue business, people buy into the company before they buy in to the product. They want an enduring relationship, and they often measure it by the long-term success of the salesperson and the company. That’s why it’s important to differentiate your company and your product.
You have to train your sales force to do this, and then test it (using written and/or oral tests). You can also use role playing. Of course, this is developed internally on a per-company basis, as it is tailored to the specific company. You can have different successful companies with very different cultures.