Help salespeople create more opportunities early in the buying cycle

By Tim Riesterer, Chief Strategy Officer

August 19, 2014

In the most recent issue of CMOEssentials.com, Tim Riesterer asks the bold question: “Are you preparing your salespeople for the right messaging moments?”

According to our recent survey, “there’s a clear disconnect between where salespeople feel the most pressure in the sales cycle and how well their companies prepare them to face these tough messaging moments,” says Tim.

Nearly 40% of salespeople identified “opportunity creation” conversations – interactions which establish clear, need-driven buying intent – as the most important for influencing their quota attainment, but less than half of salespeople feel adequately prepared to create these sales opportunities, which is a huge problem when it comes to building a pipeline.

But our new Power Playbook gives salespeople the conversation content and skills needed to create more opportunities. Available through multiple platforms, salespeople can use Power Playbook to easily and conveniently prepare for critical, early-stage conversations.

Power Playbook is created based on our proven conversation skills training portfolio to help salespeople generate opportunities, create value and build a buying vision that compels prospects to change. That value and vision generate enough momentum to propel those opportunities through the sales cycle, resulting in more closed deals. By leveraging the Power Playbook, salespeople can access the most important content and learn the most critical conversations skills needed to defeat the status quo bias that keeps opportunities from getting off the ground.

To find out more read the press release.