Communicating What’s Valuable to the Buyer
Most salespeople know a wide range of reasons why their solution is valuable. Meanwhile, buyer research shows that buyers are often left to connect the dots on their own because salespeople are not communicating relevant value effectively. Buyers shouldn’t have to figure it out themselves. Effectively communicating value for each decision maker is one of the best ways for sellers to differentiate themselves from the competition.
It’s up to your sales force to build enough confidence in each unique buyer to feel compelled to purchase your product. Mike and Doug are here to help! On this episode of Modern Sales Straight Talk, they share how to:
- Message your solution using each of the four types of value
- Uncover what’s truly valuable to each unique buyer
- Effectively communicate meaningful value for multiple decision makers
- Keep your messaging focused on what’s most important
Speakers
Doug WyattVP of Sales and Marketing, SPARXiQDoug Wyatt is a proven sales training and enablement leader and practitioner who uses his hands-on experience to drive results for SPARXiQ customers.
Prior to joining SPARXiQ, Doug spent his career in a variety of sales, sales training, and sales enablement roles. While supporting B2B sales teams with training and enablement services, he established a track record of providing measurable improvements in the performance of new hires and veterans alike. At SPARXiQ, Doug brings training and analytics solutions to market that drive revenue and profit growth for clients.
Doug speaks at a variety of sales and industry conferences and leads hands-on workshops to help attendees approach their own sales enablement and training efforts thoughtfully. In 2019, Doug was recognized as a Sales Hacker Top 50 Award winner.
Doug collaborated with Mike Kunkle to design the buyer-centric sales methodology taught in the SPARXiQ Modern Sales Foundations™ program, available in 2020.
Mike KunkleVP of Sales Effectiveness Services, SPARXiQMike Kunkle is a respected sales transformation architect and internationally-recognized sales training and enablement expert. He’s spent 35 years in the sales profession and 25 years as a corporate leader or consultant. Mike has helped companies drive dramatic revenue growth through best-in-class training and proven-effective sales transformation methodologies as the former founder of Transforming Sales Results, LLC. Today, he advises clients, speaks at conferences, leads webinars, delivers workshops, and designs training courses and sales enablement systems that provide results as the Vice President of Sales Effectiveness Services for SPARXiQ.
