Welcome to the inspir’em newsletter

In this newsletter we share insights, ideas and resources to help you and your business grow; be that personal development, building the right team for your needs or putting the structures in place to grow and maximise your revenue.

This series focuses on Strategic Account Planning - how to get the most out of your accounts and concentrate your efforts where it will yield the best results.

Following on from Account Tiering, we move onto Account Pain - aligning your pipeline generation activities to  your customer's pain and keeping yourself up to date with their latest priorities to ensure your solution is top priority to receive budget.

⚡NEW BLOG: Start with (Identified) Pain in Mind 

Since Covid, budgets have become more dynamic as the world moved from crisis to crisis.

Companies are continuously fighting the balance of long term strategy with tactical responses to these crisis which mean it's never been more important to align your solution to your customer's pains. 

 Our new blog gives you tips on applying MEDDIC and includes our Top 3 Tips to keep up with your customer research, all year round.

Hubspot

What is Outcome-Based Selling? How It Works & 5 Steps to Do It Right

Discover how really understanding your customer's wants and needs, and how conveying true that value will prioritise your solution.

Gartner

Account Management: CSO Strategies to Drive High Performance

An in depth look at how to deliver higher returns from your key accounts with customer centric account planning, plus key account profitability and a solid key account programme. 

Forbes

Are you Speaking Your Customer's Language?

B2B selling is more similar to B2C than many people think. By thinking of the individuals who make up a company, and building relationships to learn their pains and ideal outcomes, your B2B marketing will improve.

⚡inspir'em guide: MEDDIC  Deal Sheet

Need some help on how to ask great discovery questions and things to consider when researching your target's pain?

Our Deal Sheet template is a great way to capture information and provide some coaching / guidance for great questions to ask in live customer situations.  

Download your copy HERE.

Free to inspir'em product subscribers - email [email protected] to get your copies.

⚡inspir'em Tips for Managers

Sales Meeting Guide:

Use these tips in sales meetings or for ideas for the new year's kick off sessions. 

Exercise: The Win Share (Obvious and impactful!)

Instructions: As a team, discuss the customer profiles of the last three key wins (or even just pick 1)

• Pick recent wins in the same TAM or ICP category 
• Why did those companies buy? 
• What was their Pain? (Revenue Cost, Risk or Shareholder Commitment)
• What were the Metrics to measure the current pain? 
• What is the future state expressed as value Metrics?

Note to the manager – the objectives of this exercise are:

• To share the win stories with the team to help them to learn to be audibly ready with the messaging - particularly the metrics for customer credibility.
• To help the team understand more about the different ICPs to improve qualification and lead development. 

🏆 inspir'em are AWARD WINNERS!

We are all delighted to have been awarded the Best Sales Strategy, Coaching & Consultancy Firm 2023 at the Corporate Vision Awards.

The whole team worked tirelessly last year to enable our clients to achieve success. We have big things planned for 2024 so watch this space!

⚡inspir'em Sales Training

MEDDIC Live Mixed-Group Training, March 6th

Set yourself up for success this year with MEDDIC. 

Discover the benefits of this proven Sales Qualification Technique in a mixed-group setting. Meet fellow sales professionals whilst learning from the industry experts at inspir'em.

Identified Pain is About Customer Outcomes

Solving a customer's pain with your solution is a win for your customer and a win for you. Align your success to the success of individuals within the business to increase your chances of closing the deal.

International Women's Day 2024

Places are going quickly! Reserve yours HERE.