How salespeople communicate with their prospects and buyers is only one side of effective buyer interactions. What salespeople actually say to different buyer roles at different stages of their customer’s path is often way more important – and that’s all about effective value messaging.
“Oh, this is about the right value proposition!” I hear you. Yes and no. Effective value messaging is a lot more than that. In the age of the customer, there is no such thing as one value proposition working in a “one-size-fits-all” manner. (click to tweet)
A full 93% of the World-Class segment in our 2019 World-Class Sales Practices Study reported consistently and collectively communicating effective value messages that are relevant to their buyers’ needs, compared to 43% of all study participants. (click to tweet)
By the way, this is the exact same result we had for this practice in 2017. It means World-Class Organizations know what is relevant
