Here’s a story about how a VP of Sales resurrects her pipeline by showing her team how to lead customers to value with insight not eyesight. As they achieve true sales wisdom, it’s like they’re using GPS while the competition is selling blind.
Instead of asking WHEN or HOW, Sarah intuitively kept asking WHY deals were expected to close. As the new VP of Sales for ERP Corp, the superficial answers she received from her salespeople confirmed that she had not inherited a healthy pipeline. In fact, it was a sewer-line full of zombie companies with no clear rationale for change.
The problem was that her salespeople were relying too heavily on the sales engineers to do their selling, and as a result, the initial meetings were too product-centric. Instead, Sarah wanted her salespeople to first help the customer to discover WHY they should buy, before involving the sales engineers to provide proof on HOW the product works. As Sarah’s mentor said: “Sales must open the gap before they can close it.”
Read moreFrom Sewer-line to Pipeline with Insight Selling