The consultative methodology places customer needs above all else.
Great sales teams have been doing this for years, and has proven itself as the most effective way to prioritize where time and resources are spent. Sales teams often forget that time spent on internal processes and functions is time you could be spending out in the world making customers' lives easier.
Sales Development is changing very quickly.
Sales has seen a recent wave of game-changing technological innovations and sales teams are forced to sit back and re-evaluate their strategies more often than ever before. Sales automation technology and the whole salesforce ecosystem has given business users powers that we still don't really know what to do with, and nobody has all the answers.
Automatic email senders and dialers changed the world.
Automatic dialing and email tools like Outreach.io completely changed the game. You can't have a sales org without something like it anymore. Everyone has their hands on them now, so every company can automatically bombard their territories with messages and get some good meetings with minimal input.
Every enterprise decision maker is in like, 10 different email sequences at the same time from all sorts of vendors. As vendors, we need to do more to differentiate ourselves from one another, and we start with our own value propositions.
But sales automation technology works in cycles.
A new method starts booking a lot of meetings, then people catch on to it, and you have to come up with something else. It's a constantly evolving game of cat-and-mouse, and as the cat, salespeople need to be strategic.
Prospects can tell when they're in a sequence.
They don't like it. Getting bothered by messages you don't care about is pretty understandable in this day and age. Prospects get wise to tricks pretty quickly. Using their first name in the email subject is an automation cliché.
We have to heavily lean into the age-old, time-tested methods of actually delivering value.
The only method that works is articulating a customized value proposition.
That is the essence of the consultative approach. You must know your products, industry, and solution and be a trusted advisor to all customers and clients. This is the hardest thing to do as a salesperson since you can't shortcut or automate it.
Teaching reps how to customize value propositions instantly on the fly for all kinds of customers is an exceptionally difficult task, but smooms was invented to make it a little bit easier. Instead of focusing on measuring performance, smooms is designed to help reps be customer-focused with their strategies and the facts and stories they bring to every call.
