By Luba Reynolds, Managing Director at Sales Expand Ltd.
In the current innovation climate with the significant number of new products on the market, it is not easy to comprehend product updates, features, and benefits. Besides, many companies are currently in acquisition mood, buying new products via M&A processes. In addition, marketeers are becoming more skilled and faster at driving new commercial strategies that can confuse any seller.
Without understanding the commercial strategy, sellers may not be effective enough in articulating the benefits of new products to customers, manifesting in poor sales results. Aligning Sales and Go-to-market commercial strategy is a very important step towards achieving successful sales results.
HERE ARE SOME STEPS TOWARDS SUCCESSFUL ALIGNMENT OF GTM AND SALES:
Most importantly, do not forget that Sales need a ‘digestive’ format of information and clear explanation. Moreover, they need to be able to access information regarding deals easily and on very short notice. We all remember the typical request: “Give me a presentation for tomorrow.” Well-structured Sales plays, clear processes and structured system support are the key fundamentals for this. Lastly, do not forget about training your salespeople and make sure this is targeted, well-structured, and at the point of need.