All too often, companies focus on single small topics on their way to sales excellence – but the key to success is a systemic approach to sales, focusing on providing value to customers at every step of their buying journey.

The potential of technical sales support teams often is underestimated – but they might be a highly effective tool in your sales improvement journey.

Tailored messages for different customer roles are a crucial factor in sales success and positioning as a Trusted Business Partner. By understanding the needs and priorities of decision-makers such as CEOs, CFOs, CMOs, and CTOs, salespeople can develop more effective messages that address the specific requirements and challenges of customers.

In today’s competitive business landscape, the ability to provide meaningful insights can be a game-changer for sales professionals seeking to establish themselves as Trusted Business Partners in the B2B sales arena. This post delves into the process of identifying relevant insights, adapting them to customer roles, interpreting and presenting them effectively, and integrating them into tailored messages.

All too often any product feature is seen as a differentiator. In reality, the question is: Does this feature add customer value? It therefore is necessary to classify all potential differentiators, to really come up with a customer value based positioning strategy.