Align Sales Battle Cards With Customer Priorities

January 11th, 2012

With contributors:

Bradford J. Holmes , Daniel Feldman

Summary

Effective sales reps display a strong competency — often unconsciously — of establishing mindshare with their customers. The best ones influence customers and beat competitors by focusing on the customer problem and articulating a roadmap for the buyer to reach their goals. Even when a sales team is engrossed in a transactional purchase, reps win more deals when they understand the customer problem and are able to share — and defend — a path that maps to the buyer's priorities. An effective battle card, simply put, is a systematic way to help more reps within your company do what top sales reps do intuitively. This presentation, played back here in an easy-to-use format, gives SE pros the fundamentals to creating sales battle cards that focus on the buyer's priorities.

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