Conversation Manager

Misalignment is costing you and your customerAlignIpad

Only 36% of salespeople can identify their customers’ problems and fewer can connect the problems to the business impact. Why is that?

 

Sellers often find that marketing materials don’t align to the customer’s business problem. Research says that Sales Enablement delivers product knowledge but not an understanding of the customer’s business problems. Sellers sell what they know.

 

Align_CSMBuyers reward sellers who:

  • Make the effort to understand their business, expand their understanding of their business problem, provide valuable insights into the business and the market, connect the buyer’s priorities to specific solutions.

Sales & Marketing must align with customer’s problems

Marketing & Sales aligning with the buyer is the first step. It’s the only way to connect your solutions to their problems. And only then can the salesperson add value to the conversation.1_AlignWithCustomer

 

Only 36% of salespeople can identify their customers’ problems and fewer can connect the problems to the business impact. Gaining alignment with the buyer is the first step. Only then can the salesperson add value to the conversation.

 

In the Customer Map, understand typical business Goals, Pressures, Initiatives and Obstacles. Use smart industry template maps created by your product marketing team to get an understanding of the world of your buyer.

 

Make the effort to understand their business, and use the smart sales kit to provide valuable insights to them, and help expand their understanding of their business problem.
4_FindTheRightSolution

 

With their context in your mind, you can now connect the buyer’s priorities to specific solutions. Use the smart sales kit to add value 2_UnderstandTheirStoryto the business conversation. Know what to say, which personas to address and how to present your solutions.