Like us, you have probably been inundated with COVID-19 and coronavirus messaging, emails, and other communications over the past few months. And I'm sure that you, like everyone else is trying to understand what to do, how to act, and how to do that safely.
There is no doubt that the world has changed significantly over the past few months. This pandemic has forced us to rethink how business should be conducted, not only during this challenging time, but also going forward, after it has been contained. We hear everyday of the 'new normal', but what it will be is still uncertain ... at this stage, we just don't know. But what we do know, and what we have seen, is that there are still opportunities out there today - and we are here to help and work with you as you embrace this new normal.
The internet and easy online access to the latest and most relevant information has changed and is still changing the behaviour of buyers every day. Modern buyers certainly are more informed and a lot more knowledgeable! Research has shown that most buyers are more than 60% through their buying process BEFORE they will reach out or respond to any form of sales outreach.
Business purchasing decisions are becoming more complex, typically involving buying committees with decisions needing to be made and signed off at multiple levels. This means that as a sales organization, and as a seller, you need to be more prepared, more adaptable, and more agile than ever before in order to be successful. Remote selling will become a KEY way that we sell going forward, so you will need to not only embrace but master virtual communication tools
and technologies.
Value in the sales process is anything that improves the customer's outcomes from this buying decision. The goal with a value-based selling approach is to put the needs of the customer first, guiding them through the sales process to make an informed decision to best suit their needs (ideally, leading to the purchase of your product). This creates anticipation for the positive result having your product will provide in the mind of the customer.
We believe that the foundation of sales enablement is to provide sales people with what they need to successfully engage the buyer in sales conversations throughout the buying process. Visit our main website or contact us now to discuss how we can help you in doing this for your organization.
Being employed in senior leadership roles at companies like Business Objects, SAP, and IBM for more than 20 years, I have built up experience and expertise in areas such as Competiive Strategy, Value Selling, Social Selling, Provocative Prospecting, all while working with and enabling sellers in multiple sales processes, approaches and methodologies. This has given me opportunities to affect measurable change while working in various sales enablement roles across these disciplines, and even before Sales Enablement was a defined function within most organizations!
The idea for creating 1507 Enablement Consulting was born out of many discussions and interviews with senior leadership, sellers and customers, often late at night after a sales event or workshop! The proverbial 'business idea on a napkin' may have played a part in all this ... but what most people agreed on was that many organizations today, irrespective of their size, the products they were selling, or the industry they were in, could benefit from the sales enablement best practices learned. As well as being able to easily deploy the approaches that had worked, organizations could do this without having to go through the pain and frustration of experimentation. Click here for further details.
Being a small(er) concern, we can be very flexible and responsive to your needs.
Focus. Agility. Adaptability.
While we pride ourselves on our 'full service' approach to sales enablement, we also know that any sales enablement strategy or charter can fail if the basic building blocks - the timely content, the relevant assets, and the essential tools - are not in place first. And yes, we love to create that new content, or convert and curate existing content to assets that actually work in the field ...
At the end of the day our objective is to ensure that the passion we put into what we create and deliver, adds significant value to you and your customers.
We see ourselves as a 'boutique' Sales Enablement consulting practice where we are open and available to whatever project you may need, irrespective of size and budget. Ideally we want to be seen a virtual extension of your team. No engagement is too small for us - in fact, we encourage you to start small and grow as your needs dictate. Engagements can be either virtual or onsite.
For any questions you may have please feel free to contact us or setup an introductory meeting to discuss your needs.
** We are also available on Messenger Chat! Just click on the Messenger icon to the right to start a chat with us - if we are not online, our chatbot '7-of-15' will guide you through the process and get one of us to respond as soon as we can.
