B2B sales have become increasingly competitive in recent years. According to HubSpot, 35% of salespeople feel that closing deals is becoming more difficult. Reasons for this vary depending on source, as do proposed solutions. A simple Google search for “How to close more B2B sales” will yield more than 4,000,000 search results, with answers ranging from “find the decision maker,” to “leveraging available content,” to “selling business outcomes and solutions.”
While all valid methods, the key to setting your team and your product apart from the competition is a differentiation strategy. Though differentiation is often discussed in sales blogs, it’s rarely understood and implemented in a way that allows sale teams to stand out. An estimated 75% of sales professionals believes that their approach, either with their outreach, messaging, or value proposition, differentiates them from the competition (via Sales 2.0). Despite this confidence, only 3% of buyers believe that sellers have an approach that stands out. From the point of view of B2B buyers, sales reps offer pitches and value propositions so similar to one another that most often the most differentiating factor between two products is price, a serious challenge for a company offering premium services and goods.
According to SiriusDecisions, the greatest inhibitor to sales effectiveness is the inability to communicate a value message that stands apart from the competition. It follows then that in order for sales teams to succeed in differentiating themselves from the competition, they must be able to clearly and effectively communicate their value proposition in a way that retains the customer’s attention while also persuading them to buy.
In this ebook, you’ll learn 3 important aspects of creating an effective sales differentiation strategy:
Download this free ebook to start creating your sales differentiation strategy today!