There’s no point in building pipeline if your buyers get dragged down by an overcomplicated sales process. Offering information on a streamlined, shareable platform just might be your business’s Holy Grail! In this episode, your host Donald Kelly meets with Gal Aga to discuss the challenges of supporting buyers at all stages of the sales process so that your deals actually CLOSE.

Current Challenges B2B Sellers Are Facing

• Selling SaaS is complex. You’re often working with lots of stakeholders who may not have much context for what you have to offer, so they don’t understand why it’s important.

• We rely on a lot of decades-old technology. E-mails are difficult to keep straight, but this is still the main way sellers and buyers keep track of where they’re at in the sales process.

• Top sellers don’t sell, they help buyers buy. Your buyer is your “champion”; they’re willing to go to bat for you. The process shouldn’t be what’s holding them back.

What Does a Digital Sales Room Offer?

• It’s a workspace that gives you and the prospect a place to keep information straight. 

• It allows you to embed videos, summaries, case studies, ROI, and proposals. This makes it easy for the buyer to seamlessly bring in other stakeholders.

• Mutual Action Plans enable sellers and buyers to share information at every stage of the process.

• Use it for FREE. Not a free trial – your free Digital Sales Rooms can help you close deals as an individual, even if your business isn’t on board (yet).

The Benefits in Practice

• Buyers have an easier time “choosing” you. Due to buyer complexity, buyers increasingly gravitate towards self-service to reduce the amount of time they spend going back and forth with a seller.

• Multithreading allows your “champion” to take the information you give them and bring only the relevant information to their stakeholders. 

• Buyers and sellers have the opportunity to mutually control the process, rather than relying on keeping up spreadsheets and mutual action plans.

• Buyer visibility. 95% of the time your buyer spends discussing and decision-making with other stakeholders isn’t visible to you. With a Digital Sales Room, you can see who is viewing the information and use this context to offer information and build the right relationships.

“We’re generating unique data points. Today, a lot of things that help you in forecasting are from a revenue intelligence platform, call recording, things that people said, and all that. You’ve already heard it. We’re bringing the asynchronous part… and you can take all of these data points into your CRM and use them to build better forecasting.” – Gal Aga

Resources

Aligned: Customer Collaboration Platform

Mutual Action Plans with Aligned

Sponsorship Offers

1. This episode is brought to you in part by LinkedIn.

Are you struggling to close deals? Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data.

1. Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time insights.

1. These deeper insights empower sales reps and teams to adopt the habits of top performers, which leads to better outcomes - like more pipelines, higher win rates, and larger deals.

2. We call this Deep Sales. And we’ve built the first deep sales platform with the next generation of LinkedIn Sales Navigator.

Try LinkedIn Sales Navigator and get a sixty-day free trial at linkedin.com/tse.

2. This episode is brought to you in part by TSE Sales Foundation.

I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

hubpspot.com/marketers

bluemangostudios.com