So What?

We often write about Differentiating Value (i.e. DV) as it is fundamental to any strong selling system. You will hear it called value proposition, unique selling proposition, differentiation, and son on. We have an entire process to help companies define and refine their DV which will affect the entire selling process.

But let’s talk about a quick, simple approach you can use on your own to start refining your DV. Take a look at your present DV and ask yourself, “So what?”

The approach sounds indignant, but it works. The goal is to refine, or distill, your DV down to its essence because that is the point where it has the most power.

Existing DV: “We provide excellent service to our customers.”

So what?

“Our customers know we will take care of them if they have a problem.”

So what?

“If our equipment breaks down in the middle of a production run, we will have techs on-site fast.”

So what?

“We provide the fasted response times in our industry which allows our customers to know they will hit their production goals.”

Once you distill the topic down to the point where asking “So what?” sounds flippant, you have reached the essence of that particular DV. Now, you might find that it is not a compelling DV which may lead you to constructing a new DV all together.

Try this exercise as you work on your next DV messaging. As frustrating as it may get, in the end you will have a tight, impactful message. If you need assistance, we can help.

The Asynchronous Sales World

Sales is morphing into an asynchronous world.  Communication is based more on written words shared via email or text.  Training is migrating to an on-demand model that is available at the moment of need.  Face-to-face conversations are becoming less frequent.  Everything has changed.

How are you handling it?  Are you providing your team with the right tools to compete in this changing market?  As the Chief Revenue Officer, the responsibility to stay ahead of the curve is mission critical for success.

Saleshacker provides some definitive tools for your consideration.  Just to point out a few:

Outreach

Get your email campaigns in order. Outreach helps you track, pace, analyze and automate your email and voice messages to your customers. By integrating Outreach into your CRM, you’ll never have to manually log your messaging activities and outcomes, freeing more time for you to book more meetings, close deals and make better-informed decisions.

6sense

Accelerate your account management process with market-leading analytics. 6sense  adds a data-driven layer to your sales cycle, unlocking and prioritizing new prospects across your pipeline. Use 6sense’ predictive intelligence to accurately forecast your customers’ purchasing behavior in a specific context.

ClearSlide

ClearSlide is a full-stack sales engagement service covering content management, analytics and smart messaging. Use ClearSlide to ramp up the quality and impact of your emails, conferences, presentations and other engagements. Persuade your customers and prospects with the most compelling content. Motivate and train your team with the most effective and inspirational learning modules.

Of course there are many more found in their comprehensive list.  As a CRO, you owe it to yourself to check out the list and see what tools could help your team be more effective in this asynchronous sales world.