Do you know when companies double down on sales performance improvement initiatives and spend the big bucks? We’ve seen from our research—direct conversations with nearly 300 buyers—that about two-thirds of sales performance improvement investments over $100k are linked to:

  • New leaders with new strategies
  • Post-merger integration
  • Completion of large, late-stage funding round

As a seller of sales performance improvement solutions, you need to align with the way that our buyers buy sales performance improvement solutions. This means:

Identifying Triggers
As sellers of sales performance improvement solutions, you need to know what was really happening in a buying organization that led them to need you. You can do this through win-loss reviews. If you don’t do win-loss interviews, then you are missing out on a tremendous opportunity to learn about how your buyers buy and why they buy from you. This is a service that we offer and I invite you to discuss how we
can do this for you.

Tracking Triggers
Once you identify the events and triggers, you need to start tracking these triggers and identifying the key players in the buying organization to engage. This is time-consuming, so we offer Trigger Reports as a service to our clients. Our analysts do all of the grunt work so your people can focus on selling.

Engaging Buyers with the Right Content
Once you start tracking triggers and identifying key players, you need to engage and position yourself as a credible partner whom they can trust. This requires you to build a body of thought leadership and credentialing content in the areas relevant to the trigger. Writing for a CXO-level audience is hard and requires unique expertise, which is why most of our clients outsource this work to us.

If you need to generate and win large, strategic opportunities, then send me an email and we’ll schedule a time to talk about how we can help you. Click Here to Email Me


Author:
Dario Priolo

Dario is the CEO and Founder of J.K. Research. He brings over 20 years of marketing leadership experience in the human capital and sales enablement industries.

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