Business buyers are more sophisticated than ever and control when they engage with sales people. The days of dictating a sales process to your customer has fundamentally shifted towards understanding your customer’s buying process and aligning your sales and marketing processes to it for an optimal outcome.
This is at the core of our approach to Sales Enablement. It is ultimately the “join” between corporate GTM strategy and successful field sales execution. What are the key business conversations that will resonate with your key stakeholders? What is your point of view (POV) that you bring to the table as a domain expert?
So, somewhere between ‘pistol-whipping’ and ‘spoon feeding’ the sales team is an enablement process that captures and codifies sales best practices, as well as what not to do.
It’s as simple at that, yet:
- Why do so many companies have new product information masquerading as Sales Enablement?
- Why do the same sales mistakes keep happening over and over?
- Why do companies use their sales kickoff as an exercise in death by PowerPoint?
- Why do they send in paint-by-numbers sales trainers with an anachronistic methodology that’s not relevant in today’s world?
We believe you need to design, develop and teach from a field sales perspective because they are your front line and are closest to the customer. All of our Field Sales Guides are customized to each of our customer’s specific needs. Our training is experiential based role play training with mock customer scenarios that are an amalgamation of real world sales best and worst practices to avoid gleaned from our discovery efforts with your top sales performers, laggards, and customers.
We pride ourselves on our Progressive Sales Enablement. This means we do not sell another new sales training methodology or offer product training. We address this new B2B Sales world and develop the sales capabilities that are most important for your sales team to engage and sell more effectively.
True Sales Results has consistently been recognized for delivering world-class sales enablement services. What is our secret sauce? It starts with our deep dive discovery process that we conduct with your top sales performers, newer sales team members, customers, sales leadership and HQ team. Through this discovery process we learn and capture your field sales tribal best practices.
We figure out what is working well, what isn’t working well, what sales mistakes your sales team keep making that we need to correct all from a field sales perspective. Your customers open up and share their experiences (positive and negative) with us about working with your team and company through their Buying Journey. Your newer sales team members inform us on areas that would help them ramp up faster and be more productive sales reps.
We synthesize and translate all of this into our Sales Playbooks and Field Sales Guides. We capture and codify the key sales capabilities that your top sales performers are using to drive larger deal sizes, higher win rates and flesh that out with enterprise sales progressive best practices that may be missing today on your sales team.