Recognition for this title to Seth Godin in his blog last Saturday. A Tufts grad, Seth has a knack for minimalism both in his blog content and in his persona. As I was reading his blog, immediately I thought of how important a statement this was for the sales people at most companies. And the reason for that are these disturbing facts below from a recent study at the Harvard Business School:
Highly capable & experienced salesmen and women consistently underperform related to their quota in the majority of companies, so there's got to be a reason for this.
As sales managers, where we fail in our training programs, is in the training of our salespeople to deliver effective Value Propositions.
The #1 reason that B2B salespeople fail in reaching their quota is that they cannot deliver the value of their products or services to their prospects. Having said that, defining an effective Value Proposition that can be effectively delivered by a diverse group of salespeople is one of the most difficult sales and marketing tasks. Once it is done, however, it is also the most powerful tool in any salesperson's toolbox.
No better way to learn about how to create, train and deliver effective Value Propositions while improving your own sales management skills than from speakers such as Greg Flynn, the President of Brainshark , Mike Volpe, the SVP of Marketing from HubSpot and Zorian Rotenberg, VP of Sales & Marketing from Insight Squared who will be part of our upcoming Sales Management Boot Camp. To learn more...