Sales people who can help customers make sense

LebanonPhoneDat

We offer great customer support, tools, and so forth or at least we claim too; the real experience may be very different. But here again, customers do their homework and those solutions they short list will meet their requirements for support. More recently, we’ve discovered it’s the sales person that is the differentiator. Sales people who help customers think very differently about their businesses and their jobs. Sales people who help customers identify new opportunities or solve problems, improving their performance. Sales people who help customers learn new things. Sales people who can help customers navigate their buying journey.  

of what they face. The sales person is still the most important differentiator in the customer buying experience. But the problem is, are we creating differentiated buying experiences? We make our customers victims of the same prospecting Lebanon Phone Number Data sequences. It may be the email, “Big companies are using our products, I’d like to talk to you about how you can use our product.” Or it may be the LinkedIn connection or message, “Your background in [fill in the blank] is interesting…” Once the connection is made a sales pitch follows. Then we subject our customers to the exact same process–regardless of our solutions.





An SDR goes through their script to qualify us, listening selectively to the responses with the sole objective of scheduling a demo. Then we go through the demo–the same demo everyone else goes through. Then we go through a process where our questions about the product are answered, we get a quote and proposal, then the sales person says, “I can do better for you, if you order by….” It’s become the same, the same selling formula, is used by every sales organization, regardless of the solution. We process our customers through the same process. A process that is designed to maximize our efficiency, not one that is designed to create a differentiated customer buying experience.