THE FUNDAMENTAL MISTAKE IN YOUR SALES MESSAGING
THE WAY YOU TELL YOUR STORY IS THE MOST SIGNIFICANT DRIVER OF WINNING AND LOSING SPECIFIC DEALS, AND ULTIMATELY A KEY DRIVER OF OVERALL COMMERCIAL SUCCESS AND FAILURE.
We invest vast sums in sales people, sales skills and sales process – and yet, when it comes to the sales MESSAGE, the very heart of how we engage our customer and a key to maximizing the return on our sales effort, we invest almost nothing. As a result, most sales messaging is too dense, too fact-based and fundamentally too “sender-oriented”. Customer surveys consistently confirm how frequently supplier sales messages fail to engage, and how often they blend into each other. It’s hard to claim to be differentiated when our messages are all the same.
Most companies have a GREAT sales story just trying to get out. The problem is, that story is locked up somewhere in those impenetrable slide decks and they don’t have the key.
Until now. Finally, there is an effective and repeatable approach to sales messaging. Tell your story in the way you’ve always wanted it told: powerfully
THE ORATIUM ANSWER
ORATIUM HAS CREATED A REPEATABLE PROCESS FOR SALES MESSAGE CREATION WHICH ANY ORGANIZATION CAN LEARN AND APPLY, AND WHICH WILL YIELD POWERFUL AND EFFECTIVE SALES MESSAGES WHEREVER IT IS DEPLOYED.
Oratium offers a proven, repeatable process for building highly impactful sales messages – and most importantly, our goal is not just the immediate transformation of a single sales message. We want to see a complete transfer of our process to you – we don’t want to build all your sales messages – we want to teach you how to do it.
How much do you invest in keeping the feet on the street? How much in sales process and CRM? How much in compensation? Take a fraction of that and invest in solving your messaging problem.
One phone call – can you invest that?
The INTERNAL Face of Sales Messaging
Stop the Madness – Fix Your Broken Sales Kickoff
A corporate kickoff event should energize your sales force, not leave them drained and demotivated…
In the past, we had tried three times to win new business with the New Mexico Employees Retirement Board…and we lost all three times. They always said they had “no compelling reason to change.” We had an opportunity to pitch them one more time on Wednesday – but this time, by good fortune, we took the Oratium Sales Messaging workshop two days before, on Monday. That proved critical. The best thing about the class was that it really helped us to see a couple of key client-centric insights we’d been missing in our messaging. The minute the class ended, we took the process we’d just learned and went to work fixing Wednesday’s pitch. After a lot of work and a sleepless night, the new pitch worked great: we got the business…a $2 million deal. (We heard later that the contrast with our competition’s pitch was pretty dramatic.) The Sales Messaging Class gave us the tools we needed to win that deal – and to change the way we’re building our Sales Messaging from here on out.
Our Graybar PowerSmart “intelligent lighting” renovation solution is a tough pitch because the customer has the very easy “do nothing” option. Since rolling out the new “Oratium-ized” message, we’ve made the pitch 144 times, and have 49 live deals in the pipeline – 11 of which have already closed (surprisingly quickly). That is about a tripling of our previous success rate.
We knew our old messaging was ineffective, but we couldn’t figure how to fix it. Oratium helped us to both understand the principles of great communication, and then apply those principles to new sales messaging. Our sales guys love the new approach. One new message has actually produced a positive outcome in 62 of 64 pitches to customers. Overall we’re seeing much higher conversion rates, as well as shorter sales cycles. [Note: View the full S&C story in the 4-minute video below]