A key stop for many on the buyer’s journey is understanding the value of an offering. Does your marketing or sales organization know which buyers would benefit from knowing your solution’s value? If they do know, how well do they communicate your value proposition to those buyers?
Societal upheaval over the past year has profoundly changed the buyer’s journey. Beyond mandates and restrictions, buyer behavior has been influenced by declining levels of trust in government, institutions, and other people. The result is that buyers have become less trusting and more firmly rooted in their beliefs.
What’s your sales strategy for 2021? The global pandemic has wreaked havoc in every business sector and will likely dominate the economy going into next year. And the upcoming presidential election is sure to add more uncertainty. What better time to build a 2021 sales strategy that focuses on delivering business value?
I recently wrote a blog post for Amphora Consulting titled, “XaaS: Should You Jump on the XaaS Bandwagon?” In it, I contend that the following seven conditions must be true before deciding that switching to a subscription-based model is the best answer for your business.