TSSL #08: How are you developing a WINNING EDGE in your complex sales campaigns?
Read Time: 2 Minutes
Hi {first_name},
Here’s a question I ask sales teams all the time!
What’s your Competitive Advantage, and I’m not talking about products or services.
If you’re an experienced sales rep or sales leader, you already know there are a lot of moving parts in a Complex Sales Campaign.
There are many things you need to get right and a lot of ways to mess things up.
But one of the things I always ask when I’m reviewing big deals is:
What’s your Winning Edge?
I get all sorts of different answers and a lot of puzzled looks, but it’s not that difficult.
Here are the three questions I ask to see if the sales team has developed a Competitive
Advantage or Edge in their deal.
- Do you have access to Power?
This assumes they’ve built a relationship map and really understand who the key decision-makers are.
Reps often answer this with a yes, until I ask the second question.
- Have you met the key decision-makers in Person?
The whole point of Access to Power is to meet the key decision-makers in person and understand how they feel about your organization and your solution firsthand.
- The third question is probably the most telling.
Do you have a Coach inside the account, and are they sharing key INSIDE information about how your campaign is being perceived?
You can’t WIN without a Coach
You can sometimes win a big deal without access to power or meeting key decision-makers in person, but in my experience, it’s incredibly difficult to win a Big Deal without a COACH.
Someone who is on the inside and is sitting in on customer meetings you’ll never get invited to.
Your coach doesn’t have to be an inside salesperson or champion selling on your behalf.
All you need is someone on the inside sharing how your campaign is resonating with your prospect.
Sales campaigns bob and weave all the time, and without a coach helping you along the way, it’s really easy to get off track and never know it.
While I don’t talk about Gaining a Competitive Edge until Step 6 of the Big Deal Roadmap, developing a coach should start the moment you meet the prospect.
- Ping me, if you’d like your own copy of the Big Deal Roadmap.
And don’t forget to lean on the technical specialist. They often have great insight into who wants your solution and is in a position to help you win.
So ask your reps these three questions.
- Do you have Access to Power?
- Have you met the key Decision-makers in person?
- Do you have a COACH who wants to see you win and is prepared to help?
Helping your reps win big deals is a bit easier when you know what questions to ask!
- See you next week when I ask: How are you setting clear expectations with the ecosystem partners you rely on to help you win?
See you next Saturday.
Great Selling – Jeff@SalesLeadersOnly.com
Whenever you’re ready, there are 3 ways I can help you:
1. If you’re looking to improve the way you coach your team’s complex sales campaigns:
→ Watch this short video
2. If you’re looking for a simple guide to WIN More Big Deals With my Proven 3-Step System:
→ Read my Book – Winning the Six-Figure Sale
3. If you want help implementing a structured Big Deal review process in your sales organization:
→ Book a free discovery call in my calendar
Lead, Grow and Over-Achieve your Sales Targets.
Join 1200+ Subscribers who get 1 actionable sales leadership tip every Saturday morning.
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TSSL #08: How are you developing a WINNING EDGE in your complex sales campaigns?
Read Time: 2 Minutes
Hi {first_name},
Here’s a question I ask sales teams all the time!
What’s your Competitive Advantage, and I’m not talking about products or services.
If you’re an experienced sales rep or sales leader, you already know there are a lot of moving parts in a Complex Sales Campaign.
There are many things you need to get right and a lot of ways to mess things up.
But one of the things I always ask when I’m reviewing big deals is:
What’s your Winning Edge?
I get all sorts of different answers and a lot of puzzled looks, but it’s not that difficult.
Here are the three questions I ask to see if the sales team has developed a Competitive Advantage or Edge in their deal.
- Do you have access to Power?
This assumes they’ve built a relationship map and really understand who the key decision-makers are.
Reps often answer this with a yes, until I ask the second question. - Have you met the key decision-makers in Person?
The whole point of Access to Power is to meet the key decision-makers in person and understand how they feel about your organization and your solution firsthand. - The third question is probably the most telling.
Do you have a Coach inside the account, and are they sharing key INSIDE information about how your campaign is being perceived?
You can’t WIN without a Coach
You can sometimes win a big deal without access to power or meeting key decision-makers in person, but in my experience, it’s incredibly difficult to win a Big Deal without a COACH.
Someone who is on the inside and is sitting in on customer meetings you’ll never get invited to.
Your coach doesn’t have to be an inside salesperson or champion selling on your behalf.
All you need is someone on the inside sharing how your campaign is resonating with your prospect.
Sales campaigns bob and weave all the time, and without a coach helping you along the way, it’s really easy to get off track and never know it.
While I don’t talk about Gaining a Competitive Edge until Step 6 of the Big Deal Roadmap, developing a coach should start the moment you meet the prospect.
- Ping me, if you’d like your own copy of the Big Deal Roadmap.
And don’t forget to lean on the technical specialist. They often have great insight into who wants your solution and is in a position to help you win.
So ask your reps these three questions.
- Do you have Access to Power?
- Have you met the key Decision-makers in person?
- Do you have a COACH who wants to see you win and is prepared to help?
Helping your reps win big deals is a bit easier when you know what questions to ask!
- See you next week when I ask: How are you setting clear expectations with the ecosystem partners you rely on to help you win?
See you next Saturday.
Great Selling – Jeff@SalesLeadersOnly.com
Whenever you’re ready, there are 3 ways I can help you:
1. If you’re looking to improve the way you coach your team’s complex sales campaigns:
→ Watch this short video
2. If you’re looking for a simple guide to WIN More Big Deals With my Proven 3-Step System:
→ Read my Book – Winning the Six-Figure Sale
3. If you want help implementing a structured Big Deal review process in your sales organization:
→ Book a free discovery call in my calendar
Lead, Grow and Over-Achieve your Sales Targets.
Join 1200+ Subscribers who get 1 actionable sales leadership tip every Saturday morning.