Who Do You Want to Train?
We train GTM teams all over the world and the 3 BIGGEST problems we see most commonly are:
1. Sales isn’t leading the client, the client is leading them.
Are your reps...
Asking “so what would be good for next steps?” at the end of the meeting?
Letting the prospect decide the path forward instead of prescribing?
Stop your team from playing defense and start playing offense.
2. Presales is good at product, but they lack sales skills
Solutions Consultants are product geniuses, but they:
Explain concepts, instead of telling stories
Take 10 minutes to answer a simple question
Say “it depends” too much, which causes indecision
Ask questions, but don’t dig for pain
And more product training isn’t going to help with that. The team needs to stop being trained to be “technical resources” to start learning to be Confident Client Leaders.
3. Sales talks too much about the product (and not the value)
In today’s world, it’s hard to compete solely based on tech. And your differentiator isn’t your solutions/capabilities, it’s how well you understand the PROSPECT’s business. So as GTM professionals, we need to stop talking about our product’s solutions, and start talking about the prospect’s pains.
What Others Are Saying
Turn Your Team Into Confident Client Leaders
The purpose of this call is for us to better understand your team and see if our training could be a could fit to help better your team. And don't worry. If you don’t have training budget we can help you develop a business case so that you can get the support you need to make your team more effective.
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