As uncertainty spreads Economics, maintaining profitability and growing revenue have never been more important.
With sales teams under increasing pressure to operate as the lifeblood of the organization, this decade is showing signs of becoming one of the most challenging environments to grow a business in. In times of economic uncertainty, the unsung heroes of the tech industry, the B2B sales force and the revenue they bring in, often matter more.
However, projects and vendors are subject to greater scrutiny, and proof-of-concept installments are most likely to be axed. So how can sales teams make a convincing case for why their product or service is worth cutting into today’s enterprise IT budgets?
To accommodate, we’re seeing sales professionals focus more on budget and their relationships with clients than on quick sales. Sales reps understand their solutions better than ever before and are more productive. Change is big and happening fast, but that doesn’t mean sales teams should shy away from the basics.
purposeful selling
By focusing on ROI, reps can help clients seize this opportunity to shrink their tech stack down to business-critical tools.
Most companies are struggling to expand their funding further. At the same time, they face a relatively tight labor market and high employee turnover. Sales reps need to deal with this reality by putting value front and center. This means emphasizing how their products and services will help the company reduce costs and increase productivity.
For example, sales reps can point out how their technology can improve the capabilities of existing teams in hybrid environments without adding new expenses. Or, they can emphasize the fact that more technology is not always better technology, and even use their own use case as a more personal example. In fact, most sales executives say too many virtual sales tools are negatively impacting their own teams.
By focusing on return on investment, sales reps can help customers seize this opportunity to shrink their technology stack down to business-critical tools.
There is also an emerging trend of clients putting deals on hold at the last minute or asking other team members to get involved. To avoid this hurdle, sales professionals involve all stakeholders from the very beginning of the cycle. Here’s the basics back to creating a map of all the individuals in your organization who need to sign deals and making sure the value of their product is obvious to everyone on that grid. Planning ahead reduces the risk of frustrating delays near the finish line.
