Subscribe
Join 40,000+ sales and marketing pros who receive our 4x a week insights, tips, and best practices.
Thank you! You have been subscribed.

Free Guide: The Beginners Guide to Inbound Sales

Download the Guide
Fill out the form to get your guide
Thank you! You have been subscribed.
Close
[Playbook] Inbound Sales Guide Cover

Free Guide:

The Beginners Guide to Inbound Sales
Read the Guide
The Beginners Guide to Inbound Sales
Free Inbound Sales Guide
View The Beginners Guide to Inbound Sales
[Playbook] Inbound Sales Guide Cover

Free Guide:

See faster close rates and happier customers by shifting to inbound sales.

In this guide, you'll learn:

  • Inbound Sales vs. Outbound Seals
  • 5 Steps in the Inbound Sales Process
  • Getting Started and Troubleshooting

5 Reasons Why Your Sales Strategy Isn’t Working

By Rachel Clapp Miller

Rachel Clapp Miller also recommends this free guide, The Beginners Guide to Inbound Sales.

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...

Free Guide: The Beginners Guide to Inbound Sales
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.

[Playbook] Inbound Sales Guide Cover

Free Guide:

The Beginners Guide to Inbound Sales
Read the Guide
[Playbook] Inbound Sales Guide Cover
[Playbook] Inbound Sales Guide Cover

Free Guide:

The Beginners Guide to Inbound Sales

See faster close rates and happier customers by shifting to inbound sales.

In this guide, you'll learn:

  • Inbound Sales vs. Outbound Seals
  • 5 Steps in the Inbound Sales Process
  • Getting Started and Troubleshooting

Topics:

Inbound Sales
Published on May 15, 2014

Recent Articles

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
How To Use Personalized Video in Your Sales Process [+Video]
April 18, 2022 • 4 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
4 Common Assignment Selling Mistakes (and How to Fix Them)
February 14, 2022 • 7 min read
Sales vs Marketing in 2022: What’s The Difference?
February 7, 2022 • 7 min read
What Is a Revenue Team? (Definition + Video)
December 16, 2021 • 9 min read
5 Real-Life Examples of Assignment Selling In Action
December 13, 2021 • 9 min read
Sales Enablement Checklist: 5 Questions Marketing Teams Should Regularly Ask Sales Teams
November 30, 2021 • 5 min read
Virtual Sales: How To Improve Sales Performance in a Virtual World
November 15, 2021 • 8 min read
How To Improve Your Sales Process
November 8, 2021 • 9 min read
What is the Value of a Digital Marketing Consultant?
November 4, 2021 • 6 min read
What is Assignment Selling? (Using Content to Close Deals Faster)
November 2, 2021 • 5 min read
HubSpot Sales Hub: 18 Things Every Sales Rep Should Know How to Do (+ Videos)
October 28, 2021 • 5 min read
How to Get Sales Reps to Use the HubSpot CRM
October 18, 2021 • 4 min read
How to Master the Art of Using Content in the Sales Process
October 12, 2021 • 10 min read
How to Know When You’ve Outgrown HubSpot Sales Hub Starter
September 23, 2021 • 4 min read
Sales and Marketing Alignment: How To Shorten Your Sales Cycle
September 17, 2021 • 8 min read
The Best Sales Enablement Tools for Your Team in 2021
August 30, 2021 • 11 min read
Your Buyers Want to Control the Sales Process; Here’s How to Let Them
July 28, 2021 • 6 min read
HubSpot CRM review (updated for 2022)
July 27, 2021 • 8 min read