Addressing the number one unconsidered cause
of low sales performance and revenue growth —
— the inability to deliver effective conversations, knowledge,
and situation-specific, sales-ready content, in context, at scale.
Avitage sales enablement services support B2B sellers who need to improve their ability to execute a complex, solution or value sale.
Value sellers believe “how you sell” is as important as what you sell. How you sell is the best way to provide value to customers, differentiate yourself and your organization, and outsell your competition.
Critical Sales Conversations — By Design
Conversations ARE content. And content should extend and support conversations, even beyond sales person delivery.
A critical sales success factor is the ability to engage buyers in effective, value-creating conversations.
And so we ask:,
“Why require each sales person to figure out the best way
to conduct every critical conversation?“
The best approach is to develop Sales Conversation Frameworks for each critical sales conversation. We teach this to be an ongoing sales practice.
Well-defined and designed frameworks provide a baseline, for each situation, for “what a good conversation looks like.”
Documented frameworks make feedback and continuous improvement possible. They are an essential component of successful sales caching.
Requisition Sales-ready Content
The work to design sales conversations also reveals the knowledge, conversation support, and situation-specific information (aka sales-ready content) required by both sellers and buyers — for each key buying and selling scenario.
Sales and partner / channel situation-specific content differs from marketing content in important ways. This isn’t well understood by marketing, content or sales people. Most content and marketing teams lack formal methodologies to create sales-ready content.
We discovered a better approach is for sales teams to requisition content from creative resources. This is similar to the way new product features are requisitioned.
Documented content specifications are developed for each important asset and groups of assets. Specifications make it possible for your creative content resources to develop sales-ready content that works!
After you investigate the linked articles above, we invite you to a conversation to discuss your specific sales enablement situation and objectives, to determine if we might be a good fit.