Aligned

What even is a digital sales room / deal room anyway?

Discovery framework (GAP Selling style by Keenan) Problem - what’s wrong with what they do today? Sell to pain not gain, find out what’s wrong. No problem no sale. Root cause - what’s causing it to go wrong? This is what you solution should be able to help solve. Impact - what’s the cost of it going wrong? This is the reason the prospect/company should care to solve the issue. To uncover the problem & context you can ask: “What’s not going as well could be with {blank}?” OR “What are you looking to focus on in this conversation?” OR “Typically companies come to use when they’re seeing one of two things {problem 1} or {problem 2}, which is more top of mind for you?” Then build out the context with: “Tell me more about that…” “Walk me through…” “How are you handling {process}?” Once you have the problem and contextual information you need go for the root cause “What’s the reason you think this is happening?” “What’s causing that?” “What changed that made this an issue?” Then summarize everything you’ve heard and discover the impact: “What happens when {problem} occurs?” “Can you be a bit more specific?” “Is there an example you can think of?” “What are the ripple effects on the business?” “Who else does that affect?” “How long has that been an issue for?” “What’s stopping you from {DIY/staus quo}?” Summarize & clarify as needed, no fluffy ambiguous language allowed Continue this exercise throughout the entire deal cycle to build a solid business case for cost of inaction

My team analyzed 317 sales processes. Here's what we discovered: Sales enablement doesn't work anymore. So what does work? Buyer enablement, and here’s how it differs from Sales Enablement: → SALES ENABLEMENT. It equips sales teams with tools and resources. It aims to make selling easier by providing the necessary skills and materials. It focuses on internal processes to boost sales team capabilities. → BUYER ENABLEMENT. It makes the buying process easier for customers. It provides buyers with the information and tools they need. It aims to remove obstacles and streamline decision-making. Key points to understand the difference better: Here are some of the best buying enablement strategies: - Use Mutual Action Plans - Work with Digital Sales Rooms - Create Client portals ________ B2B selling is evolving fast, selling like it’s 2021 simply doesn’t work anymore. It’s time to make it about your buyers. 

Panagiotis Sisamos coming in with the big brain meme Make buying easier, use a deal room.

Early discovery questions Ashley Zagst breaks it down the prep, facts, opinion, and impact you need on an intro conversation Here are some examples of how it sounds in practice: FACTS "Looks like {research} is the case, typically when I see others in that position they're struggling with X or Y... Are those what you're seeing or is it Z?" "Tell me more about that / walk me through how that looks" OPINION "What do you think is causing that?" "How long has that been an issue?" "What have you tried to fix that?" "How do you feel about it?" IMPACT "How does that affect the business/team?" "Who else does that ripple out to?" "What's going to happen if that's not checked?"

And that sellers, is why we always multithread.

⚡️Arthur Castillo reads and responds to our NEGATIVE G2 reviews

I never go between two meetings, without getting out one ‘touch’ to a prospect. 
My goal is it for to be a ‘no ask, value touch’ where I add value in some way. And most importantly - get them to think about us for a few minutes between meetings, during their incredibly busy week. I’ve systematized these touches to take ~5 minutes, yet still be personalized. Real example of one: “Hey Brad, Relistened to our call from Monday and loved your questions about our Salesforce Integration. Included a short video of Gong x Salesforce below: - “Gong and Acme - Digital Sales Room” Looking forward to the demo Thursday! Brian” Every touch is 1 new piece of content to that digital room, I build in Aligned. They engage with the Salesforce video and then see everything else too. Like Forrester rating us #1, G2 rating us #1, a case study, etc. Aligned is my weapon for keeping deal velocity. Partnered with them, so you can get started for free. Aligned: https://lnkd.in/gsVGcxf2 ⚡ ⚡ ⚡ ⚡ ⚡

You’d think working in sales we’d get used to being ignored… Want your buyers to actually pay attention during demos and presentations? Try these 7 tips. 1. Ask questions ❓ Use open questions like: “I know you said {problem} was because {status quo}, how does this compare?” “How do you feel about that?” “What could you see your team using here?” “How in line is that with what you were expecting?” 2. Get to the point 🎯 If you’ve uncovered someone is facing a problem, then only focus on what solves that problem. Showing a top hat to someone shopping for a prom dress is going to bore them. If they want to know more they’ll ask about it which can open up for more learning on WHY that is important Less is more. 3. Read the room 👀 Keep an eye out for reactions and body language, this’ll help you get a read on who is engaged or leaning in so you don’t miss any talking points. Bring a co-pilot (engineer, manager, bdr) to keep and eye out for you 4. Unshare your screen 📺 Have planned chapters for your presentation and pit stops after each to digest and talk through how the buyer feels Waiting until the end to field questions will guarantee something early in the presentation will be forgotten when it could have been a talking point 5. Silent Pauses 🤫 You know how teachers used to go quiet when people were talking in class? Literally do that. They’ll snap back. Having breaks for silence will also encourage questions from your buyers, you need to give them the space to digest information and formulate their questions. 6. Use tonality changes 🎶 Monotone: a continuing sound that is unchanging in pitch and without innotation If you’re showing something exciting go loud and quick If you’re showing something that’s unique lower your voice, slow down, speak as if you’re telling your buyers a secret People will tune out if everything in the presentation sounds the same, use your voice to leave clues for where they should really be paying attention 7. Call it out 😬 “Hey I’m getting the sense what I’m showing isn’t super interesting to you. Am I completely botching this or is it just not as much of a priority as it was last time we spoke?” There’s nothing less productive than thinking your selling in sales Have the uncomfortable conversations and protect your time

Morgan Shelly putting those aligned analytics to good use! 👏