How are you disrupting your traditional sales motions to meet the demand for a "rep-free" sales experience?
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CSO in Software6 months ago
We're focusing on transitioning from selling to educating. We're looking at the question-answer pricing model. For instance, if a buyer comes in, we want to show them how different options adjust the price. We're doing this for services as well as products. We're also introducing competitive options, acting as an online consultant. We emphasize our differentiation as a must-have and present other options as nice-to-haves. This is a constant tweaking of our online presence, and we also make sure to give advice and counsel through blogs to establish ourselves as subject matter experts in our industry.
You have to meet your prospects where they're at and start with the customer journey. If you're selling a solution that can be solved without interacting with anyone, then that's more of the product-led growth approach. If not, you can create efficiencies in how a Rep engages with the prospect to create a shorter sales cycle and a more education-oriented sales cycle.
We're focused on providing the right level of data insights and signals to our team so that before they go to educate a prospect, they themselves have been educated about that prospect. This allows for a more customized talk track and a customized play that can be deployed.