Monday, December 01, 2014

Richardson Forum: Mind the Value Gap - Leveraging Storytelling and Insights to Drive More Sales

Why are your sales reps not making quota? 

The number one issue is not the lack of leads, social selling skills or product knowledge, but an inability for sales reps to effectively articulate and quantify your value, this according to research from SiriusDecisions.

A significant Value Gap exists between today's more empowered, skeptical and frugal buyer, and sales reps who have not evolved beyond a product-focused sales approach. 

You likely see this impact every day with more of your deals stalling at "no decision", your sales cycles getting longer and more discounting just to get the deal.

View this video and slideshare from Tom Pisello, the ROI Guy, as he discusses the latest Value Gap research and demonstrates tools and practices you can implement today to empower sales reps to deliver a more value-focused approach.

No comments: