Soar to Success February 2021

SOAR TO SUCCESS / Business Acceleration Strategies • Do not have your sales-people ask these questions and report to you. You need to hear the information first hand. (Besides, you need your team selling). • Do not do this process in a survey. Why? The most valuable part of this process is capturing the current market problems your buyers are having in their voice. A survey will not do this. Once you have current market data you need to ask yourself one key question… Based on what we heard from our customers, does the value proposition and tools we give our sales team match what our buyers told us? You will hope what your salespeople are saying is connecting with current and new customers. You will lose opportunities you could have won. You will lose base business sales to competitors who updated their value propositions. So how about your company? When was the last time you updated your value proposition? Are you sure what your sales people are saying is helping your business or hurting it now and into the future? If you would like to learn, more please download my free EBook on leveraging the voice of your customers to profitably grow sales at this link. https:// otbsalessolutions.com/voc/ In most cases what I have personally observed over the last year is that most value propositions sales teams are using is dated and needs some tweaking to reconnect today. Having served company Presidents for over 30 years I hear that voice saying… “I hear what you are saying Mark, but this seems like it is a lot of work and will take a great deal of time…we have numbers to hit…” If that is a concern you are wrestling with let me assure you, when we complete this research for clients it only tales 30 days to gather the insights we need to help your sales team become more effective and efficient. What happens if you don’t do a value proposition audit?