38 min listen
#95: Customer Messaging that Seals the Deal
#95: Customer Messaging that Seals the Deal
ratings:
Length:
24 minutes
Released:
Oct 31, 2023
Format:
Podcast episode
Description
Think of your sales pipeline as less like a funnel and more like a subway map — your sellers can take multiple routes to close, as long as they head in the right general direction. It’s up to you to identify each customer’s unique journey — and that can’t be done without explicit efforts to foster relationships and customer-led growth. Building trust with customers is essential for the future — yet many sales professionals take a shortsighted view that extends only to closing deals. Moving away from a transactional mindset and toward customer-led growth is all about how we view and treat the pipeline, according to Matt Heinz, President of Heinz Marketing.In today’s episode, Andee and Matt confront the many misconceptions surrounding customer relationships, highlighting the necessity of challenging customers to uncover their true needs and the crucial role of the user committee and user journey alongside the buying committee in B2B deals. Matt underscores the significance of sales and marketing alignment for complex deals, shedding light on the collaborative approach between the two teams and the pivotal role of tailored content in securing customer engagement and loyalty. This episode is full of practical tips and examples of effective sales positioning, common pitfalls in discovery, and the transformative power of community in customer retention.In this episode:Challenging customer assumptions for business success and treating each customer like a VIPHow cross-departmental alignment around customer engagement bring clarity and profitabilityCrafting tailored content and community building to expand and deepen your customer base
Released:
Oct 31, 2023
Format:
Podcast episode
Titles in the series (100)
#6 The Value Demo: On this month's episode, hosts Mike Randazzo and Jen Allen talk demos. The good, the bad and the ugly. Every sales person needs to demo their product or solution in some way, at some point, but the reality is there is much more that can go wrong with demos than right. Listen as Mike and Jen discuss demo traps to avoid, and the characteristics of best in class demos to keep in mind as you lead them at any stage of the sales process. by Winning the Challenger Sale