10 Ways to Create the Best and Most Effective Strategies [Video]

How do you create the best and most effective sales strategy? A lot of advice out there tells you that as long as you have a documented plan, a solid process, and a bullpen full of reps who know your solution inside and out, you’re ready.

Well, not quite.

The problem is, most sales strategies are too internally focused. They succeed in documenting internal procedures but lose sight of the messages and skills your reps need to communicate value to your prospects and customers.

Consider the following insights:

• Research from SiriusDecisions shows that the number-one inhibitor to sales achieving quota is an “inability to communicate a value message.”
• In corresponding research in which SiriusDecisions asked executive customers about the quality of interactions with salespeople, only 10 percent said sales calls provide enough value to warrant the time they spent on them.
• A Forrester Research study revealed that only 15 percent of sales calls add enough value,according to executives …