5 Insights to Raise Your Sales Game in 2023
CXO Sales Playbook-Venkat’s Blog

5 Insights to Raise Your Sales Game in 2023

- Venkataraman Subramanyan

It’s been a privilege to share my insights with you in the CxO Sales Playbook newsletter.

The responses, messages, and conversations have been very enlightening, and I’m so happy to see all of you win more. 

Below, I’ve compiled all the key & most popular insights I’ve shared with you over the past few months so you have a quick overview. 

If this resonates with you, 

Subscribe to the CXO Sales Playbook Newsletter. 

Every week, I’ll share 1 actionable tip to get your sales teams to over deliver and quickly move deals over the line even in a slow economy.

Join The Tribe

Let’s dive in,

Insight #1. Leading with Value 

How much value can you create for your customer, and how can you monetize that value? 

This is the first element in a successful sales organization, because unless you create measurable and monetizable value, you won’t be able to translate it into your pipeline. 

So rather than only looking at what your addressable market is, think about how much monetizable value can you create in this market, segment or sector? 

The more value you create, the more you have earned the right to translate that value into volume.

Insight #2. Customer Inaction

One of the warning signs that your deal may be in trouble is when your customer no longer seems interested in meeting with you, either acts as a gatekeeper, or does not provide enough time with decision-makers. 

This may be a sign that the customer is not seeing enough differentiated value in your proposition. 

To prevent this, it’s important to focus on connecting the dots between your products/services and capabilities and the customer’s projects and KPIs. 

Make sure that the customer can easily understand how your value proposition shows up in their business outcomes and measurable business results. 

Provide them with an effortless experience as you connect the dots. 

The equation for you to consider is whether your customer’s “Cost of Same” is greater than their “Cost of change”. 

Does doing nothing cost them more than working with you?

Insight #3. Your Proposal is Met with Silence

Imagine you’ve spent countless hours crafting a meticulously detailed proposal for a potential customer. 

You confidently submit the document, expecting a prompt response. Instead, silence ensues. 

It’s key to understand that good customer engagement skills are not a substitute for poor selling skills. 

Don’t rush into a building and submit a proposal. 

Always ensure a modicum of reciprocity with your customer. 

Ask them, what specific actions will be taken on their end if you send a proposal? What criteria would they apply to evaluate it? How would they choose between competing submissions? 

Engage in a conversation about their next steps, such as scheduling a follow-up meeting to discuss the proposal, or setting a specific deadline for a response. 

This approach not only helps to create a sense of mutual commitment but also reduces the likelihood of your proposal being used merely for comparison purposes with other vendors. 

If there is no reciprocity, then there is a possibility that your proposal will end up in what we call “column fodder”. They just want it for comparison. 

Always ensure that you know the customers’ next steps, the timeline and the progress markers before you send a proposal.

Insight #4. A Framework for Focus

There is a saying, a person who defends everything, defends nothing. 

So you may have a hundred opportunities in your pipeline, you should decide where you want to focus, and in sales, focus means the rigor of qualification. 

So as you think about your pipeline, do you rigorously qualify the pipeline to shortlist the specific opportunities that you need to focus on? 

Please remember, activity is not a proxy for progress. Just because you are busy across tens of opportunities does not mean you are meeting your numbers. 

When you focus, you are able to elevate the quality of conversation with your customers.

When you focus, you’re able to bring quality into the interaction with your teams.

When you focus, you’re able to grow deal size and increase the win rate.

Insight #5. A Powerful Deal Review Question for Your Team

If you’re only going to ask only 1 question to your team, make it this one. 

Tell me all the reasons why you’ll lose this deal? Most often, sales reviews focus on how you could win a deal. 

The counterintuitive nature of this question forces your team to confront reality and identify the risks that hold your deal back. 

In fact, Sales is the systematic elimination of risk. 

When you ask these hard questions with your team, make sure that you ask them softly. 

My advice is – Be hard on the issue, soft on the person.

These are 5 insights from the CxO playbook which can have a multiplier effect on your pipeline, team effectiveness and win rate. 

Was it helpful?

If this resonates with you, 

Subscribe to the CXO Sales Playbook Newsletter. 

Every week, I’ll share 1 actionable tip to get your sales teams to overdeliver and quickly move deals over the line even in a slow economy.

Join The Tribe
venkataraman-subramanyan-tripura-multinational-corporate-sales-coaching-author-singapore-india
Author:

Venkataraman Subramanyan is a Global Leadership Development Expert & Sales Coach. He is the Founder and CEO of Tripura Multinational. Venkat’s mission is to touch and transform a hundred million lives by 2025, and a billion lives by 2030. With over 30 years of experience, Venkat is passionate about 2 things – Leadership Transformation and Sales Acceleration. His trademarked deal qualification framework is licensed worldwide by organizations and filters over $3Billion in deals annually. He is an accredited member of the Forbes Coaches Council.

Tripura Multinational is a dynamic sales organization dedicated to empowering sales professionals and organizations to achieve unparalleled success. Originally established as a platform to address skill gaps in the sales industry, Tripura has evolved into a multi-faceted entity that offers comprehensive engagements for Sales Managers and Sales Leaders. Through the transformative power of Sales Coaching, Tripura enables sales organizations to elevate their performance from good to great and ultimately reach a world-class level. Our approach focuses on optimizing sales skills, management expertise, and leadership capabilities, helping clients plan more effectively, qualify leads better, orchestrate sales processes seamlessly, and expand their business with confidence. 

Our organisation is the trusted choice of market leaders across various industries and segments, relying on our expertise to elevate their performance to new heights. Recognized for our ability to enhance excellence, we are entrusted with the task of making the client’s best even better.

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