Leslie Talbot is the vice president of content at Corporate Visions. She is a thought leader on how to create an engaging sales message which can be used by sales reps to win more deals!
This week’s podcast is a followup to the conversations we had with Tim Riesterer in Season 1, Episode 3& Jim Moliski Season 1, Episode 5.If you did not listen to these podcasts yet I highly recommend you do!
Leslie and myself will talk about how important it is to have a clear sales message which can be leveraged by your sales teams and how to create one. She explains the value of a power positions and how they differ from value propositions and how this really drives the customer to take action!
Leslie will share her secret sauce she uses every day to create amazing sales messages for her customers – the CVI 7 step framework to a power position:
Step 1) Identify your audience and create your targeted conversation profile
Step 2) Identify your customer’s business objectives
Step 3) Understand your customer’s status quo, which trends put their business objectives at risk
Step 4) Identify your customer’s top challenges
Step 5) Map your capabilities; Identify your 2-3 differentiators
Step 6) Identify your value; what can your customer do differently with your solution
Step 7) Take a step back and create your power position based on step 1 – 6
Want to understand the detail and hear a great example, listen to the podcast!
We wrap up with Leslie sharing her personal top 3 tips to get you started today!
Jim Moliski is the senior vice president of product marketing and Sales Enablement for Corporate Visions. This weeks podcast is a followup to the conversation we had with Tim Riesterer in Season 1, Episode 3. If you did not listen to this podcast yet I recommend you listen to this one as well.
In this weeks conversation with Jim we take the conversation to the next level. How do you build engaging sales content?
Everyone who has been or is in sales knows the problem. Sales content is typically not up to date, hard to use, overwhelming and often not engaging enough to have the right conversation with your customer.
Jim will share his experience on how to create the right content to have outcome based sales conversation. He will explain why you need to start with the why change, followed by the why you (and not the other way around) and how you do this for your company.
We will talk about how you can create your own list of standardised sales content which will help you to prepare and budget better for your upcoming sales campaigns. We will also touch on different presentation techniques like white boarding.
At the end of the conversation Jim will share 3 practical tips to get you started on your journey to create amazing engaging sales content!
Tim Riesterer is the chief strategy and marketing officer at Corporate Visions, a marketing and sales messaging business that employs a science-based approach to consumer behaviour and decision-making processes. In August Tim’s 3rd book will be released called ‘The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale’.
The most successful salespeople understand that they are fundamentally storytellers. The reality is that to succeed in sales, you need to master the art of customer conversation. The best story told in the best way will always win. Being remarkable and memorable in your conversations is very important―but it goes beyond great delivery. You must be able to articulate value.
In this podcast we will discuss the 3 stages of the customer conversation, the value and practical tips how you can implement this in your day to day job.