It’s important for companies to have a message that resonates in the marketplace. Why? Because our targets are awash in information and only strong messages rise above the noise.
For the sales team, delivering a strong, relevant message to the right individual at the right moment is the most important factor in securing meetings with prospects. Many sales teams are perplexed on why they can’t get meetings or call backs and it generally comes down to not having enough touches, trumpeting a weak message and the tactics being used.
Essential to crafting a relevant message is translating your product or service to a business outcome for the prospect. Nobody really cares about your widget or service, they only care about the business outcome it can provide.
Commercial offers go hand in glove with your message. Clean commercial offers convey that your company is easy to do business with and has logical entry points to a relationship. Commercial offers presented to the customer should reinforce that your company is a high quality partner and help the sales team book business.