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 Ultimate Inbound Marketing Strategy Playbook 2022

Read the Guide 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.
Learning Center
Learning Center
Close
The IMPACT Learning Center

Free resources to help you master inbound marketing and They Ask, You Answer

Access the Learning Center

Access the Learning Center

Access the Learning Center
learning_center_grey__What is They Ask, You Answer-v2-black

What is They Ask, You Answer?

What is <span>They Ask, You Answer?</span>
Articles, Podcasts, & Updates

Articles, Podcasts, & Updates

Articles, Podcasts, <span>& Updates</span>
learning_center_grey__Free Courses and Certifications.svg

Free Courses & Certifications

Free Courses & <span>Certifications</span>
On-Demand Keynotes & Sessions

On-Demand Keynotes & Sessions

On-Demand <span>Keynotes & Sessions</span>
Events
Events
Close
IMPACT+ Membership
IMPACT+ Membership
Close
Services
Services
Close
Navigation_8_2021_taya

They Ask, You Answer Coaching & Training

They Ask, You Answer Coaching & Training
They Ask, You Answer Workshop

They Ask, You Answer Workshop

They Ask, You Answer Workshop
Navigation_8_2021_workshop

Inbound Marketing Services

Inbound Marketing Services
Navigation_8_2021_website design - monitor

Website Design & Development

Website Design & Development
Navigation_8_2021_hubspot implementation

HubSpot Training & Implementation

HubSpot Training & Implementation
Navigation_8_2021_virtual selling

Virtual Sales
Training

Virtual Sales <br>Training
Navigation_8_2021_swell - paid ads

Paid Search & Social Services

Paid Search & Social Services
Become a Certified Coach
Become a Certified Coach
Close
Close
The Ultimate Inbound Marketing Strategy Playbook 2022

Free Guide:

The Ultimate Inbound Marketing Strategy Playbook 2022
Read the Guide
The Ultimate Inbound Marketing Strategy Playbook 2022
Free Inbound Marketing Playbook
View The Ultimate Inbound Marketing Strategy Playbook 2022
The Ultimate Inbound Marketing Strategy Playbook 2022

Free Guide:

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

The Actionable Advice You Need to Overcome These 3 Sales Challenges

By Rachel Clapp Miller

Rachel Clapp Miller also recommends this free guide: The Ultimate Inbound Marketing Strategy Playbook 2022.

The Actionable Advice You Need to Overcome These 3 Sales Challenges Blog Feature
shutterstock_193679915_mini

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

Even the most experienced salespeople can find themselves in the middle of a challenging sales opportunity that they’re struggling to either move ahead or close.

With that being said, we've decided to break down three common sales scenarios and provide you with some easy steps you can take to correct your course, or avoid the same challenges the next time around.

Free Guide: The Ultimate Inbound Marketing Strategy Playbook 2022

1. You're Late to an Opportunity 

Perhaps you received an RFP late or your customer is merely price shopping because he/she has done a plethora of research online. Coming in late to an opportunity is a common sales scenario that every seller at one point or another is going to have to encounter. 

Your Options

  • Change the required capabilities by mapping them to the positive business outcomes your customer is trying to achieve.

  • Influence the current decision criteria by using trap-setting questions.

  • If you aren’t situated to win the entire opportunity, go for a smaller piece of the pie.

  • Know when to walk away.

How to Avoid in the Future

  • Improve your discovery.

  • Improve your territory and account planning process.

  • Leverage your sales management team.

Read more on what to do if you arrive late to an opportunity

2. You Can’t Gain Access to the Economic Buyer

If you aren’t able to elevate your conversation to the economic buyer, you aren’t speaking the same language as this key decision-maker. Remember, you get delegated to whom you sound like. If you’re talking features and functions, you’re going to find yourself in meetings with technical buyers. If you’re talking large-scale business issues, you’re more likely to engage the economic buyer with access to discretionary income. If you’re having trouble getting to the EB in your current opportunity, here’s what you can do: 

Your Options

  • Change your message. Speak in terms of large-scale business outcomes, not features and functions. This case study is a great example from Welch Allyn that demonstrates how one of their sales teams was able to elevate their business conversation.

  • Focus on the positive business outcomes that will be achieved by implementing your solution. Make sure those PBOs are related to the economic buyer needs.

  • Reconfirm the value proposition with key stakeholders to ensure you are articulating the benefits of your solution appropriately. 

  • Reengage with key stakeholders and negotiate access to the economic buyer.

How to Avoid in the Future

  • Make sure you are audible-ready with the economic buyer.

  • Create wider and deeper relationships in your customer account.

  • Establish contact with the economic buyer early in the sales cycle.

  • Leverage your internal management to help drive access. 

Read more on gaining access to the upper levels of a customer organization

3. Your Negotiations are Focused on Price rather than Value

You are in the late stages of your deal and you find the discussions with your customer focused on price rather than the value and differentiation you thought you established earlier in the sales cycle. Unfortunately, if this is your scenario, you didn’t position your value as strongly as you could have. Sometimes it’s too late to make a difference, but here are some things you can try:

Your Options

  • Engage your champion to help you articulate the value of your solution

  • Focus on your differentiators, especially if they’re strong against the competition. Sell on the differentiation you are bringing to the table

  • Reconfirm the decision criteria and the minimum required capabilities.

How to Avoid in the Future

  • Quantify the pain with hard numbers. Having data associated with the current negative consequences can more than help you justify the price in the late stages of an opportunity.

  • Remember that negotiation is a process that you leverage the moment you start engaging a prospect. It’s a process, not an event. Position the value early in the sales cycle. 

Read more about improving your negotiation process

The Ultimate Inbound Marketing Strategy Playbook 2022
The Ultimate Inbound Marketing Strategy Playbook 2022

Free Guide:

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

Topics:

Inbound Sales
Published on August 28, 2014

Recent Articles

The 5 Most Critical Inbound Sales Strategies Every Team Must Adopt
December 28, 2021 • 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 2021)
July 27, 2021 • 8 min read
5 HubSpot Sales Hub Tips for Assignment Selling
July 23, 2021 • 7 min read
How to Add Video to the Sales Process
July 20, 2021 • 6 min read
Get your sales team using your CRM platform in 5 easy steps
July 13, 2021 • 6 min read
9 marketing objective examples to guide your next digital strategy meeting (+ one bonus)
June 30, 2021 • 6 min read
How to Use Video for Sales (5 Easy Tips)
June 8, 2021 • 6 min read
Lead nurturing strategies, ft. Rich Quarles of glassCanopy (Inbound Success, Ep. 198)
June 7, 2021 • 24 min read
What is the Content Marketing Funnel and How Does It Work?
June 2, 2021 • 10 min read
What is Lead Nurturing?
May 28, 2021 • 9 min read
Sales and Marketing Friction is Hurting Your Bottom Line – Here’s What to Do About It
May 27, 2021 • 6 min read