A better buying experience
65% of buy decisions are based on buying experience over price. Meanwhile, today’s sales teams just expect prospects to keep track of everything on their own.
That goes beyond frustrating, it’s a deal killer.
Everyone on the same page
When Reps see the deal from the same perspective as Prospects with mutually agreed next steps, there’s less chance of mistakes and more opportunity for reaching mutual understanding.
That means less frustration for buyers and and getting new stakeholders up to speed much faster.
Everything in the one place
Sharing a single presentation isn’t enough, no matter how customized it is. There will always be additional resources, proposals, links, and follow-up meetings.
DealPoint puts the whole deal in context, so it’s easier to understand the value and make the case internally.
Every last detail buttoned up
Perhaps most important, by putting the deal on a place, putting your value prop in perspective, and making it easy to share with other decision makers, you’re saving prospects hours of work tracking the deal.
And with every detail document, prospects avoid risks that usually come with endorsing a new vendor.
If I have to choose between the vendor who delivers everything perfectly buttoned up versus the vendor who expects me to manage six months of random email attachments, I’m going going with the one who makes it easy.
At the dawn of man, we only had a few tools, each one created only after careful consideration of what was actually needed to get the job done.
Today we run the risk of the tools becoming the master, sucking time that should be spent with customers and spitting out process so prescriptive that our natural craftiness atrophies and we’re unable to innovate out in the wild.
Simplifying your tools will give you the space to do what humans have always done best: evaluate a situation, think critically how to take advantage of what you see, then club it to death and drag it home. Or as we say today, absolutely kill this quarter’s numbers.read more
It might be low self-esteem, or it might be a desire to get to the demo faster, but the vast majority of sales reps never turn on their camera. No matter what the reason, Reps who hide behind the curtain are missing an opportunity to make a personal connection, a...read more
Decision makers are busy people — or at least they should be — and thus they’re terrified of losing an hour of their day to an irrelevant sales call. You can use this fact and cut through the noise by offering a speed demo with an explicit Go/No Go at the end of three...read more
Unless your service is real cheap or has little impact on business process, you’re going to end up running a pilot program before they adopt your solution across their organization. Many sales people resent pilots, but a good pilot is the best possible thing for a...read more
Trade shows aren’t all work: who can honestly say they haven’t stripped down at an after-show party and jumped into the rooftop pool? But many sales teams just turn up at shows without a game plan, and as such they waste a massive lead gen opportunity, not to mention...read more
It’s always risky to go to bat for someone. The champion inside your target company will be representing you, and if it goes bad, they get the blame. But you can make it safer for them to introduce you to their associates. HERE'S WHAT TO DO Show your rap sheet By...read more