Infographic Sales Processes Corporate Visions 11 3

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FLOP FL I P (For the Election Season!) SALES Like so many candidates for public office, companies are saying one thing and doing another. Companies know the value of ensuring reps know what to say and how to say it. Why, then, are they investing more in what to do and how to do it? 61%

19%

Messaging and Field Conversations

Sales Process

11%

9%

Product Training

Automation Technology

But, here’s how marketing and sales executives say their companies are investing most of their time and money:

!

The perceived impact of articulating value among marketing and sales executives is out of step with how companies are investing most of their time and money.

34%

More than 61% of companies believe their sales reps’ ability to deliver a distinct point of view that uniquely positions their solutions ahead of the competition is the most important factor for driving deals to a profitable close.

27%

26% 13%

Sales Process

Product Training

Messaging and Field Conversations

Automation Technology

DOING VS. SAYING...WHAT MATTERS MORE?

In the second part of the survey, respondents were given a doing vs. saying choice and asked to select the one that had the most impact on moving a prospect to action and closing profitable deals:

vs.

86% Sharing market insights

RFP response

vs.

93% initiatives to your business value

32% tools

Top-notch ROI

vs.

68% Sharing a distinct point of view

18% CRM systems

vs.

82% Contrasting a prospect’s status quo with

Contract

vs.

94%

Email automation tools

vs.

89% negotiations to help secure more value

14%

Gamification tools

7% tools

6% applications 11%

Linking your prospect’s business

a change scenario

Understanding key metrics executive decision-makers use to run their business Managing the tension in your sales

Make no mistake: Knowing where to show up and how to structure an opportunity is important to success. But, the results show that it’s what salespeople say—not what they do or what tools they use—that’s most impactful throughout the buying cycle. The results also make clear that the time is ripe for companies to develop more effective messaging, and to train salespeople to deliver value messages in a way that distinguishes you and your solutions.

® Research based on survey results from more than 430 B2B marketers and sales professionals worldwide.