Untangling Your Biggest Sales Acceleration Questions & Generating Demand In A Noisy Market

We heard you loud and clear — #SalesAcceleration and #DemandGeneration are top-of-mind right now. In our recent poll, 50% of respondents said that these two topics are critical focus areas above all else. #Sales cycles are often intricate, with multiple layers and dynamics at play. We just wouldn't feel right leaving you to navigate these complexities without the proper resources — Which is exactly why we've compiled five actionable strategies you can employ to jump-start your sales efforts! Read our top five tactics for sales acceleration and make sure to comment with your own best strategies:

1. Sell Solutions Instead of Point Products:

Research has shown that customers are increasingly interested in #solutions that address their specific needs and challenges. According to a study by 贝恩公司 , customers are more likely to make purchasing decisions based on the overall value and impact a solution can provide, rather than just the features of individual products. By focusing on selling solutions, companies can enhance customer understanding, demonstrate the value of their offerings, and drive faster sales cycles.

Source: Bain & Company Study

Moreover, the human brain learns and retains information when it’s conveyed in a story (or a solution). Accordingly, sales teams learn how to position solutions faster than point products. Similarly, customers learn the benefits of a solution faster than when features or “speeds and feeds” are positioned. So listen to the science and focus on solutions! By leveraging the power of storytelling in sales and focusing on selling solutions, tech companies can tap into the brain's natural affinity for narratives, enhancing customer understanding, emotional connection, and ultimately driving faster sales cycles.

2. Building Strong Relationships with Channel Partners:

Research by CSO Insights indicates that companies with collaborative relationships with their #ChannelPartners achieve higher revenue growth rates. By fostering trust, effective communication, and mutual support, companies can leverage the channel partners' expertise, extend their market reach, and accelerate sales. Collaborative partnerships have been shown to improve sales performance, increase customer satisfaction, and drive higher deal closure rates.

Source: CSO Insights Research?

Expanded Market Reach: Channel partners often have established networks, customer bases, and expertise in specific industries or regions. By cultivating strong relationships, tech companies can leverage the #channel partners' reach to access new markets and customer segments. This expanded market reach can lead to increased brand visibility, customer engagement, and ultimately, accelerated sales.

Enhanced Product Knowledge and Expertise: Channel partners act as an extension of the tech company's salesforce. By fostering strong relationships, companies can provide comprehensive product training, knowledge sharing, and support to their partners. This enables channel partners to develop a deep understanding of the tech company's products, positioning, and value propositions. With enhanced product knowledge and expertise, channel partners can effectively communicate the benefits and value of the offerings, leading to faster sales cycles and higher conversion rates.

Local Market Insights: Channel partners often have in-depth knowledge of the local market dynamics, customer preferences, and competitive landscape. By nurturing strong relationships, tech companies can tap into this valuable market intelligence. This information helps in tailoring #marketing strategies, optimizing pricing, and adapting products to meet local needs. Leveraging local market insights from channel partners enables companies to make informed decisions, target the right customer segments, and accelerate sales growth.

Co-Marketing Opportunities: Collaborative relationships with channel partners open up opportunities for joint marketing initiatives. By pooling resources, sharing marketing expenses, and co-creating promotional campaigns, tech companies and their channel partners can amplify their marketing reach and impact. Co-marketing activities can include joint webinars, events, content creation, and #LeadGeneration campaigns. These efforts increase brand awareness, generate quality leads, and accelerate the sales pipeline.

Trust and Customer Relationships: Strong relationships with channel partners foster trust, which is crucial in the sales process. Customers often trust recommendations from their preferred channel partners, considering them as advisors. By aligning with trusted partners, tech companies can leverage that trust to enhance their own credibility and increase customer confidence. This trust translates into faster sales cycles, as customers are more likely to make purchasing decisions based on the recommendations and expertise of their trusted partners.

3. Implementing Targeted Marketing and Lead Generation Campaigns:

According to HubSpot 's State of Inbound report, personalized and targeted marketing campaigns generate higher conversion rates compared to generic campaigns. By segmenting customers based on their demographics, preferences, and pain points, companies can deliver tailored marketing messages that resonate with their target audience. This approach enhances engagement, attracts qualified leads, and accelerates the sales process.

Source:?HubSpot's State of Inbound Report

4. Providing Excellent Customer Support and Post-Sales Services:

Research conducted by American Express found that customers are willing to spend more with companies that deliver exceptional customer service. Positive customer experiences lead to increased loyalty, repeat purchases, and referrals. By investing in robust customer support systems, companies can resolve customer issues promptly, ensure customer satisfaction, and drive sales growth through positive word-of-mouth.

Source:?American Express Research

5. Enable Seamless Integration and Interoperability:

Customers value solutions that seamlessly integrate with their existing systems and workflows. By focusing on interoperability, tech companies can ensure that their products can easily connect and work together with complementary solutions from ecosystem partners. This approach reduces implementation barriers, enhances the overall customer experience, and accelerates the adoption of technology solutions. Research by 埃森哲 emphasizes the importance of #interoperability and integration in driving sales growth in the technology industry.

Source: Accenture Insights?

By emphasizing seamless integration and interoperability, tech companies can position themselves as ecosystem players that provide comprehensive solutions, addressing customer needs holistically and driving faster sales cycles.

Score A Slam Dunk with Cradlepoint's "Win with Wireless WAN" Webinar Series:

Want to be a champion? Cradlepoint, part of Ericsson is gearing up to teach you how to win with Wireless WAN! In their latest #webinar series, the brilliant minds at Cradlepoint will walk you through how to position #WAN to your customers including line-of-business opportunities. With insights into insertion points and messaging, these webinars are straight out of a seller's dream kit. If you're eager to learn more, visit the links below before the buzzer sounds:

Launching the Rocket Ship: How to Get People on Board In A Complex Marketplace

Demand Generation Success Checklist:

• Have you made sure that the internal message is aligned to the external message? Communication mix-ups can be detrimental to gaining traction in a #DemandGen campaign. Make sure that the information your customer or partner sees isn't mismatched to what your internal teams have been trained on. When marketing and sales are siloed, nobody wins.

• Do you have a healthy mix of content? This could include articles, press releases, webinars, videos, and much more. Make sure to meet your target audience wherever they thrive. With so many platforms and content types to choose from, it's key to understand where your audience spends the majority of their time and what content they are consuming most.

• How are you differentiating your online events? In an age full of virtual burnout, your digital events must cut through the noise and stand out enough to draw attention from participants who spend the better part of their day in online meetings. Try adding a #Gamification twist or offer some customized prizes to spice things up! #LearningandDevelopment can (and will) be the 'x' factor when determining whether your products are successfully adopted by the end user, so it's crucial to get it right.

• Are your registration forms and sign-up processes streamlined? While you may be tempted to gather as much information from a potential buyer in the initial registration for an event or resource, you could be squandering the opportunity before you even communicate with that buyer. When customers and partners are greeted with forms that include questions like "What is your ideal buying timetable", they automatically expect an aggressive #SalesPitch. First, show the value with your product demo or event — Once your audience understands your value proposition clearly, then you'll be able to build a relationship step-by-step with them.

• Do you have well-planned trail content? Once you've captured the attention of a particular market segment, it's important that they stay engaged and in-tune with your latest offerings. Ensure that after you have a successful event or content piece there is always a relevant call-to-action (#CTA) coupled with more content to consume around the subject. For example, if you've just hosted a successful public product demo, set up a steady email campaign for attendees to get notified with upcoming product demonstrations or provide leave-behind materials such as a list of team members they can get in touch with for further questions.

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