Each person on your sales team is a microphone broadcasting your company’s vision to stakeholders. Are they sending a consistent, concise, and authentic message about your product or service?
Key stakeholders in your target company will not buy anything from you until they buy into your vision and understand the value of your product or service for their company.
Learn how to ensure your sales and marketing teams communicate your vision effectively and consistently to the right people starting now.
Say It Seven Times
Seasoned salespeople know the rule of 7: a prospect needs to be exposed to your message at least seven times before it makes an impact that often leads to action. If your sales team sells an aspect of the product that is different than what’s on your marketing collateral, it hurts your credibility. Aligning sales and marketing is critical to sending a consistent message to stakeholders so they become familiar with the concepts and increase their chances of buying from you.
Usually, the problem is the way your teams communicate, not the messages themselves. If your sales team is always on the go, product marketing can’t get the updated materials to them fast enough. When this happens, many companies find marketing and sales are unintentionally sending mixed messages. A sales enablement app built for your company creates a unified communication and sales data analytics platform for sales and marketing, which is especially important for new product launches.
When your sales and marketing teams send the same message about your company’s vision, key stakeholders are more likely to believe your message and take action.
Identify Key Stakeholders
Stakeholders can seem ubiquitous and unseasoned sales team members will often waste time chasing new leads in all directions. Key stakeholders, on the other hand, are worth your team’s time and focused energy. Here’s how you tell the interested stakeholders from the decision-makers.
Hubspot mentions that there are 7 types of stakeholders your sales team should be aware of, and these stakeholder types fall into three basic categories, including easy to engage, hard to get, and impossible. Your team should understand these three stakeholder types and how to navigate a deal with each.
These stakeholders live up to their name–they are not open to new ideas, are not going to consider a new product, and are not the stakeholders your salespeople should spend time working with. Run, don’t walk, to the nearest exit.
The Friend, the Climber, and the Guide are the people who want to hear more about the product, chat up your sales team, and, generally, make your salespeople feel like they are doing a great job. While these folks make the sales job more fun, they tend to be gatekeepers to the harder-to-get stakeholders tend to be your key stakeholders.
Tips for connecting with easy-to-engage stakeholders
- Build relationships – A foot in the door is better than two on the porch. Build genuine connections so that you can
- Learn about company culture
- Keep your eyes on the prize
The key stakeholders–those most likely to buy–ask probing questions, need to understand the product, and often challenge your salespeople during their pitch with the goal of drawing out specific benefits for their company. While these types of stakeholders may make newer sales team members shake in their boots, Go-Getters, Skeptics, and Teachers are the three types of stakeholders who can convince the rest of the company to buy your product or service.
The good news is that high performing salespeople tend to focus on the key stakeholders, and that your entire team can learn how to identify key stakeholders.
Use a sales enablement app to train your sales team on the ways to identify key stakeholders. Integrate data from your top performing salespeople to prove that focusing on prospects who ask deeper questions pays off.
Send a Robust Message
Your company’s passion and vision change the industry and enable a new way of operating. This is exciting to your prospects–but it’s not enough.
Your stakeholders are drawn in by your vision and convinced by results. When you create a hybrid mobile app for your salesforce, every user (iOS and Android) can access a robust and comprehensive sales pitch wherever they are.
- Weave data from client success stories into your company’s narrative through a custom-built mobile sales app that makes updating the data easy.
- Use data from your market research to guide your vision. Track your customers’ KPIs and align sales strategy with pain points. Tell key stakeholders about your unique value proposition and back it up with results you can show.
- Send a concise and consistent message to your prospects. In the same way that catchy taglines like “Just Do It” and “Have It Your Way” conjure specific products, you need to communicate your vision through short, impactful messages that stakeholders will remember. A sales enablement app can remind your sales team what to say, how to say it, and help them to send a consistent message every time.
Give stakeholders a message that they can buy into and a vision that aligns with their goals. Your sales team can stay on target and show clients what they need to see with all the product information at their fingertips.
Use a sales enablement app to align your team’s vision and send a consistent message to stakeholders today.