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Content training flowchanged
- 1. BUYER JOURNEY Look for optimal solution Executecross functional needs Prepare criteria for researching suppliers Analyze supplier responses and value Make higher quality and more holistic decisions Clarify leading and lagging success metrics CONTENT /TOOLSTRAINING PROBLEM IDENTIFIED INTERNAL CUSTOMER NEEDS EXPLORE SOLUTIONS EVALUATE OPTIONS SHORT LIST NEGOTIATE CLOSE IMPLEMENT
- 2. BUYER JOURNEY Look for optimal solution Executecross functional needs Prepare criteria for researching suppliers Analyze supplier responses and value Make higher quality and more holistic decisions Clarify leading and lagging success metrics CONTENT /TOOLSTRAINING PROBLEM IDENTIFIED INTERNAL CUSTOMER NEEDS EXPLORE SOLUTIONS EVALUATE OPTIONS SHORT LIST NEGOTIATE CLOSE IMPLEMENT Qualify and change the conversation Gain access to decision makers Execute guided discovery and questioning Identify and present value Negotiate, counter tactics and close Track results SKILLSTRAINING
- 3. BUYER JOURNEY PROBLEM IDENTIFIED INTERNAL CUSTOMER NEEDS EXPLORE SOLUTIONS EVALUATE OPTIONS SHORTLIST NEGOTIATE CLOSE IMPLEMENT
- 4. BUYER JOURNEY Look for optimal solution CONTENT/TOOLSTRAINING PROBLEM IDENTIFIED Qualify and change the conversation SKILLSTRAINING
- 5. BUYER JOURNEY Look for optimal solution Executecross functional needs CONTENT /TOOLSTRAINING PROBLEM IDENTIFIED INTERNAL CUSTOMER NEEDS Qualify and change the conversation Gain access to decision makers SKILLSTRAINING
- 6. BUYER JOURNEY Look for optimal solution Executecross functional needs Prepare criteria for researching suppliers CONTENT /TOOLSTRAINING PROBLEM IDENTIFIED INTERNAL CUSTOMER NEEDS EXPLORE SOLUTIONS Qualify and change the conversation Gain access to decision makers Execute guided discovery and questioning SKILLSTRAINING
- 7. BUYER JOURNEY Look for optimal solution Executecross functional needs Prepare criteria for researching suppliers Analyze supplier responses and value CONTENT /TOOLSTRAINING PROBLEM IDENTIFIED INTERNAL CUSTOMER NEEDS EXPLORE SOLUTIONS EVALUATE OPTIONS Qualify and change the conversation Gain access to decision makers Execute guided discovery and questioning Identify and present value SKILLSTRAINING
- 8. BUYER JOURNEY Look for optimal solution Executecross functional needs Prepare criteria for researching suppliers Analyze supplier responses and value Make higher quality and more holistic decisions CONTENT /TOOLSTRAINING PROBLEM IDENTIFIED INTERNAL CUSTOMER NEEDS EXPLORE SOLUTIONS EVALUATE OPTIONS SHORT LIST NEGOTIATE CLOSE Qualify and change the conversation Gain access to decision makers Execute guided discovery and questioning Identify and present value Negotiate, counter tactics and close SKILLSTRAINING
- 9. BUYER JOURNEY Look for optimal solution Executecross functional needs Prepare criteria for researching suppliers Analyze supplier responses and value Make higher quality and more holistic decisions Clarify leading and lagging success metrics CONTENT /TOOLSTRAINING PROBLEM IDENTIFIED INTERNAL CUSTOMER NEEDS EXPLORE SOLUTIONS EVALUATE OPTIONS SHORT LIST NEGOTIATE CLOSE IMPLEMENT Qualify and change the conversation Gain access to decision makers Execute guided discovery and questioning Identify and present value Negotiate, counter tactics and close Track results SKILLSTRAINING
Editor's Notes
- #2 Hi , Im BD Pres of 5600b. Thanks for wanting to learn more aobut the training aspect of our soliution. The deck I will walk you through is designed to give you a sense of how we train your team on legergaing your custom content and tools to engage and lead the buyer on every step of their journey.
- #3 We will also use those same content assets to train your team to advance your sales process and turbocharge their sales skills as well. This approach to trainng is a unique to leveraging custom content and tools that provide buyer isnight and at the same time cover all skills siuch as qualify, gain access, execute discvery, value sellng and negotiation , we call this approach right content, at the right time in the right format. Sales only uses what they need when they need it. The training covers the entire buy and sell cycle from qualify to close. likely this presentation wont answet all your questions but I hope it gives you a better sense of how your teams will be trained.
- #4 Lets start with the buyer journey The custom content and tools we build for you are aligned with the buyer journey. In addition to consulting to sales organizations we also consult to procurement departments. It is based on this practice plus studying many typical buying process and verifying with buyers, we have outlined what we feel reflects the most typical buyer journey stages. Some may vary slightly but the path remains fairly similar. Overview buy process: buyer identifies a need or a problem that needs to be solve, they then get a better understanding of the requirements or needs of those they are buying on behalf of, they will then begin the initial search for ways to solve that problem, reach out to several possible providers and receive proposals, then short list, negotiate, close and implement. We have several aspects of custom content or cloud tools that help lead the buyer at each phase of their journey and give sales a reason to engage with the buyer. In the content section 0f our site we can give actual examples but want to start here with a very high level overview of we train sales to leverage those assets.
- #5 At the start the new digitally enabled buyer usually has some idea of problem diagnosis and solution prescription. Reps are trained to use your custom ideal opportunity criteria to help analyze if what the buyer is ordering is what they should be ordering to maximize their return. Sellers will be trained to not simply react to the customer conversation but begin changing that conversation to one that’s better for both sides. We know that buyers are now diagnosing their own needs and prescribing their own solutions, what we also know is that they are not doing this really well. Your ideal opportunity content will be leveraged to determine if the initial conversation is the right one and an optimal path for the customer and strong business fit for your organization. next your team will be trained on how to begin to leverage your custom buyer facing content to begin to change the conversation. Often times buyer are thinking not only about what they need but how to source a solution that may be out of sync with how the world has changed. We build and then train your team on presenting shifts in your field that should impact how buyers source your solutions. Sellers will be trained on how to present supply/demand, geo political, regulatory shifts to help the customer see how these changes should be impacting how they go about sourcing solutions like yours. Providing this insight to buyers immediately differentiates your reps and moves them into a trusted advisor role early in the process. While buyers are avoiding reps for up to 70% of their journey they have also indicated at the 90% they will engage with us earlier of we have tools and insight that benefits them. The first part of our training begins to build a new relationship and immediately differentiate your approach from competitors.
- #6 Now that reps have been trained to build some credibility and begin changing the customer conversation it is time to help the buyer in their next stage. The buyer at this stage is now ready to begin deeper dive into their internal customer needs. This is one area where the new buyer falls short. Typically they are not thinking of all cross functional stakeholders and the criteria important to those stakeholders when trying to understand their needs. Your team will be trained on how to leverage your custom needs analysis content to help them. More specifically sellers will be armed with the right stakeholders and the optimal criteria to be used when the customer is trying to understand their needs relative to this buy. This comprehensive list of stakeholders, criteria and questions will help the buyer to determine current state, desired state and gaps as well as potential ROI metrics for an investment. Reps will be trained present this needs analysis format to clients to further add value and bias toward your solution.
- #7 Your team will also be trained on how to execute this needs analysis on behalf of those buyers and their internal customers. We refer to this as “sponsored access”. We know that gaining access to all relevant stakeholders given the nature of committee buying these days is critical to win deals. Trying to earn that access one introduction at a time is not very effective. Your team will learn how to leverage their custom cross functional needs analysis content to gain executive sponsorship. What we mean by this is literally an executive reaching out to all relevant stakeholders and suggesting that they make time to talk with your rep. Executives will do this because the output is a cross functional needs analysis representing current and desired state for the problem they are trying to solve by buying your solution or someone elses.
- #8 At this stage the buyer is either looking at your response and perhaps in addition to others. We know from 17 years and $20b of executing win/loss analysis for our clients that we win when we show how we meet customer needs at higher confidence and lower risks than alternative., your team will be trained on how to demonstatre that you fill the buyer gaps better than alternatives and help narrow the list, if indeed there is a list. The buyer benefit here is a clear representation of which solution best aligns with their business needs and offers the highest probability of return Reps are trained to use what we refer to as a value map. This map correlates your products, services and competencies directly to the impact they have on customer at all levels and personas from strategiv exec stakeholders, to mid level vps and operations leads Skills for How to align your value with customer needs and custom presentation templates and messaging are practiced
- #9 At this stage very often the deal gets turned over to procurement for negotiation, in the event that happens your team will be trained on customer facing negotiation/decision making tools to change the conversation with procurement or any other buyer from the price of solutions to the value of a strategic fit aligned with business goals and gaps. We call this speaking the language of procurement and your team will be trained on how to use a decisi0n matrix to lead the customer toward a high value decision biased toward your solution. In the event this opportunity is not turned over to provruemnt this same “decision making support” training will still help them with the business stakeholders. Again, what we know is that on average there are now almost 7 buyers per buy and that organziations are not doing a good job of making deicisons and no decision is now at 43%. Your teams will have the tools that help the customer with the inherent compexity of their decisions and take your rightful place as trusted advisor
- #10 Ultimately, once chosen the buyer will then want a focus on implementation and measurement of ROI both in terms of leading and lagging idnicators. Reps will be taught to extract those indicators form the earlier cross functional needs analysis and present to clients for implementation. This apprpoach has us thinkninng about driving value leading up to the renewal process immediately upon closing the deal. This was an overview, but at each stage your team will learn what it is the buyer is doing, and leverage your custom assets to engage with and lead the buyer by adding value at every stage. They will practice each stage live preparing for actual live pending opportunities. We refer to this approach as the right content, at the right time in the right format. We meet salespeople where they are. Content is devleired ready to use in the format that’s needsd. Telesctips for phone, email format, word and powerpoint. Reps only use what they need based on the stage of the buy and sell cycle. If your sales cycle is 6 months long, the content and tools are only used when needed. Thank you for your time and please reach out if your require further information.