Evangelise the problem

by | Jul 18, 2024 | Uncategorized

Idea to consider

How can you evangelise the problem and make the old way seem clunky?

A book I love is “Play Bigger,” in which the authors share the strategies of category kings who create and then dominate a new market. One of the critical steps we can learn from this approach is to evangelise the problem, not your product or service. When you evangelise the problem, the prospect cannot unsee the issue, and the old way seems clunky.

Whether creating a new category or not, how can you make the old way of doing things seem clunky?

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Question of the week

How can I reduce the perceived risk for my prospects?

In a slower market, indecision is rife. Sales teams have to learn to guide prospects through indecision.

Indecision can be minimised by reducing the buyer’s perceived risk, removing overwhelm, and making the prospect feel confident in your offering.

Consider how you can leverage, guarantee, provide proof of concept/proof of value, share strong case studies and social proof, and make recommendations to guide the buyer.

What I’m testing

We’re playing more with AI, and particularly for statistics, my team is finding Perplexity AI really useful. The team’s feedback is that it’s easier for searches and research. Perplexity is an AI chatbot-powered search engine that answers questions using natural language predictive text, citing sources within the response. It’s like Google but with citations!

We’re testing LinkedIn Premium for our business page and doing a 30-day trial. This has given us the ability to add a testimonial to the page header and display news features or other highlights. These are just the basics; there are many exclusive features that help the page achieve your goals faster.

What’s happening at Sales Redefined?

We’re noticing more organisational restructures to prioritise aligning revenue-generating teams. You can check out our LinkedIn blog “The Revenue Restructure: Embracing CRO, RevOps, and Revenue Enablement for Growth on LinkedIn here.

It’s Sales Kick-Off season, and we have six kickoffs over the next two weeks! A common theme is creating an interactive kick-off via technology like slides or interactive activities where time permits—anything that involves the attendees in the experience is a win in our book!

What I’m reading

Ok, this week, I am going left field with an action-packed diary, I needed some non-business reading for a rare change, and I’ve gone deeper with “The Daily Stoic” by Ryan Holiday.  
 
I’ve not gone down the stoic path before, and the one page a day bite sized reset during an action-packed period is helpful. 

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