Matt Sunshine, on August 22, 2024
One of the most effective ways to connect with potential clients is by providing a valid business reason (VBR). But what exactly does this mean, and why is it so important?
A valid business reason goes beyond simply stating that you have a product or service to offer. It's about demonstrating real value to your prospects and showing them why engaging with you is worth their time and attention.
Brent Tripp, on February 8, 2023
This season on Improving Sales Performance, we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape.
In each episode, Matt will be joined by a rolling roster of outstanding experts from our team at The Center for Sales Strategy.
Here, Matt is breaking down the Sales Process section of the Media Sales Report with VP/Senior Consultant, Alina McComas and Senior Consultant, Michael Mayer.
Both Alina and Michael have such awesome takeaways on some top questions that arise from the report, like:
Click here to listen to this episode on your preferred podcast platform or keep reading as we break down the conversation from this episode.
Stephanie Stoll, on July 18, 2022
When it comes to sales, you might feel as if there are many factors that are outside of your control. To an extent this is true, but when it comes down to it – you actually wield more influence over the situation than you think.
Once you realize what you can control, and what you can influence, you will feel more confident approaching prospects and delivering solutions and recommendations to your clients.
Alina McComas, on June 30, 2022
I often hear from salespeople that getting an appointment with a quality prospect is one of the hardest parts of the sales process and getting them to give your 30-45 minutes is almost impossible.
It is certainly true that decision makers have more requests for their time today than ever before, which makes breaking through the clutter harder. It is easy to get lost in the sea of salespeople who are contacting them and asking for their time if you simply communicate why you want to meet with them because that is what everyone else is doing too.
Greg Giersch, on March 1, 2022
To pick someone up has been used as slang, according to Dictionary.com, since at least the 1600s.
Today's pick-up line means a rehearsed remark to strike up a conversation with the goal of pursuing a more gratifying relationship later.
Many salespeople have a rehearsed line meant to initiate a relationship with a prospect to satisfy their need to make another sale. Even when you’ve tried to find a Valid Business Reason (VBR), you might still end up sounding like you’re using a pick-up line.
How can you tell if your VBR has value to the prospect?
The Center for Sales Strategy, on February 8, 2022
Have you ever stopped and wondered how many other salespeople are trying to get a meeting with the same prospect as you?
It’s a pretty overwhelming number when you think about it. Day-in and day-out, decision makers are being bombarded with voicemails, emails, drop-ins, and various other methods your competition is using to gain access.
In today’s competitive marketplace, it’s tough to cut through the clutter. Leading with a compelling insight that you can turn into a valid business reason (VBR) is essential for your prospect to want to connect with you.
Trey Morris, on September 13, 2021
"4 out of 5 Sales Managers admit appointments, whether in-person or virtual, are more challenging to secure than five years ago."
This nugget of information came from The Center for Sales Strategy 2020 Media Report.
My initial response to this new data was...DUH!
I'd like to speak with the one manager who thinks getting a first time appointment is "easier" than 5-years ago. They must know something that I don't know!
I don't care who you're or what you're selling, but getting a first-time meeting is tough! Now, I realize there are a ton of legitimate reasons why that is true, but NO ONE CARES! Excuses won't help you get to your sales goals, get you a promotion, or pay your rent.
What you need is a solution to help you get that all-important first-time business appointment. What you need is a Valid Business Reason.
The Center for Sales Strategy, on October 14, 2020
Just securing an appointment is one of the most difficult steps in the entire sales process. Having a referral or industry success story makes this task a little easier (so, use them if you have them).
But, what do you use if you don’t have either at your disposal? What if you just can't get the appointment?
Jim Hopes, on October 6, 2020
The “old days” when we just showed up on someone’s doorstep or dropped into their inbox or voicemail weren’t really all that long ago, were they?
The reality is these time-tested cold calling methods were already losing their effectiveness before the pandemic shutdown sent everyone home from the office. Still, changes in prospect behavior have accelerated, given the trials of the last six months. And, those trends are likely to result in permanent changes in how B2B sales are conducted.
Jim Hopes, on November 18, 2019
Whether you’re a sales manager evaluating your team or in the field coaching salespeople who are trying to get quality appointments, you’re always looking to improve results.
Based on years of experience, we often see salespeople develop strong valid business reasons, but the delivery is too formal. Listen to the video for great before and after examples and keep reading for the secret to a successful sales strategy.
