We win deals when we:
“Show customers how we meet their business needs at higher confidence and lower risk than alternatives.” (1)
Winning has become more difficult: close rates are at an all-time low (49.6%), and actually lower than the odds at a craps table! (2)
Why is this? One reason is the end of sustainable competitive advantage. Our value, competitors’ value, and customer needs are all changing real time. In order to win we need to map each transaction and prove how our value meets needs better than their alternatives. As salespeople we need access to real time content that helps us capitalize on a series of short term transient advantages.
We call this competing at the speed of change.
“79% of B2B buyers believe the content provided by sales reps is very influential in their vendor selection, yet 75% of sales content created by marketing is never used by sales.” (3)Read More