Join the IMPACT coaches for a deep dive on a new topic every month in our free virtual event series.

Register Here

Join the IMPACT coaches for a deep dive on a new topic every month in our free virtual event series.
Register Here
The Ultimate Inbound Marketing Strategy Playbook 2022

Take your inbound strategy to the next level

  • Master the 7 principles of highly effective inbound marketing
  • Dramatically improve your inbound sales
  • Get more buy-in at your company

5 Reasons Why Your Sales Strategy Isn’t Working

By Rachel Clapp Miller

5 Reasons Why Your Sales Strategy Isn’t Working

5_Reasons_Why_Your_Sales_Strategy_Isnt_Working_This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here.

The seller who best clarifies the problem, earns the customer. The primary benefit of value-based selling, as opposed to product-focused selling, is the ability to solve customer problems without resorting to product commoditization.

If your sales process isn’t grounded in customer problems, your opportunities aren’t likely to capture the true value of the solution provided.

Here are five reasons why...

 Join the IMPACT coaches for a deep dive on a new topic every month in our free virtual event series.

1. Buyers Need Evidence Their Pain is Understood

In the sales process there should be a direct correlation between the buyer’s pain and a solution that it will address that pain. Without business pain, there is no business. Equally important, buyers who believe that their pain is clearly understood will be more willing to share critical information throughout the buying process and will work harder to understand the solution being presented.

2. There is Limited Access Within the Buyer’s Organization

Failure to fully understand how a buyer’s pain is directly related to needs higher in the organization can narrow a seller’s sphere of influence to a limited number of key stakeholders. If your salespeople can’t attach their solution to the largest business problem, it limits access to economic buyers who control discretionary funding, reducing support for the proposed solution.

3. The Solution is Perceived as Expensive

Focusing on a laundry list of irrelevant product features creates an impression that the solution is more than the buyer needs, and therefore, more expensive. Remember, the value of the solution is in the eyes of the buyer, not the seller.

4. The Customer Has Difficulty Differentiating Between Competitive Offerings

When customers can’t differentiate between multiple competitive offerings; they often assume that all of the solutions are similar in value. This perception reduces the decision to the lowest common denominator: price. Sellers who fail to introduce relevant differences early in the sales cycle miss a fleeting opportunity to influence the buying criteria.

5. The Value Proposition is Not Clearly Understood

This final challenge occurs when internal sales resources aren’t aligned around a common sales approach that clearly articulates and delivers the company’s value proposition. This lack of alignment leads to sales cycle inefficiencies, customer confusion, and brand dilution in the marketplace.

If your numbers are behind this quarter, your sales team could be struggling with optimizing value and differentiation throughout the sales process. Ensure your sales team has the ability to uncover customer needs, articulate value, and differentiate solutions in their sales conversations and throughout the buying process.

Rachel Clapp Miller is the Assistant Marketing Director at Force Management. Force Management specializes in sales transformations that help B2B sales organizations increase revenue, improve sales margins and gain market share. Follow them on Twitter: @ForceMGMT and on LinkedIn.

Join the IMPACT coaches for a deep dive on a new topic every month in our free virtual event series.


Inbound Sales
Published on May 15, 2014

Recent Articles

4 Tried-and-True Tips for Using Video in Sales Prospecting
January 19, 2023 • 5 min read
4 Videos That Will Streamline Your Sales Process — And Don’t Require a Videographer
January 18, 2023 • 4 min read
Sales vs Marketing in 2023: What’s The Difference?
January 5, 2023 • 7 min read
Here's Why You Keep Getting Garbage Inbound Marketing Leads
December 19, 2022 • 6 min read
How Does They Ask, You Answer Benefit Sales?
December 7, 2022 • 5 min read
What Is a Revenue Team?
December 5, 2022 • 4 min read
24 Essential Questions for Understanding Your Ideal Customer (+ Infographic)
December 1, 2022 • 5 min read
What Is a Buyer Persona (And Do You Really Need One)?
November 21, 2022 • 8 min read
How to Make Role-play Actually Valuable for Your Sales Team
November 10, 2022 • 6 min read
Want to Win More and Improve Company Culture? Do More Role-playing
November 9, 2022 • 4 min read
4 Smart Ways to "Unsuck" Your Sales Presentations
October 27, 2022 • 4 min read
Your Sales Presentations Suck — Here’s Why
October 26, 2022 • 3 min read
12 Best Practices for Better Virtual Sales Calls
October 24, 2022 • 8 min read
8 Reasons Why Sales Training Can Fail to Deliver Results
September 22, 2022 • 6 min read
The Best Sales Enablement Tools for Your Team in 2023
September 2, 2022 • 7 min read
Sales and Marketing Friction is Hurting Your Bottom Line – Here’s What to Do About It
August 4, 2022 • 6 min read
How To Create a Sales Process That Closes More Deals
August 1, 2022 • 6 min read
The 5 Most Common Sales Problems — And How To Solve Them
July 4, 2022 • 8 min read
Sales Qualifying Questions: How Do You Know If Your Leads Are Ready?
May 12, 2022 • 7 min read
Building an Inbound Sales Program: 6 Critical Elements of Inbound Sales Strategies
May 5, 2022 • 8 min read
14 Sales Qualifying Questions for Finding Better-Fit Leads
April 14, 2022 • 8 min read
3 Effective Ways To Use Personalized Sales Videos
April 11, 2022 • 6 min read
Inbound Sales vs. Outbound Sales: What Is The Difference?
April 4, 2022 • 8 min read
5 Revenue Metrics You Should Be Measuring
March 29, 2022 • 6 min read
How To Get Great Content Ideas From Your Sales Team
March 17, 2022 • 5 min read