EP103 Part 3 - For Success in Sales, Be Able to Clearly Convey the Problem For Which You Solve!

Our host Bryan Whittington is joined on the Talent, Sales & Scale Show by Darrell Amy, Growth Strategist, Author, and Speaker at Revenue Growth Engine. Bryan and Darrell take a deep dive into building a Revenue Growth Engine and Scaling a Sales Team.

This is Part 3 of 7 - Check Out These Highlights on the full episode
- 5:02 - stop speaking to features & benefits, but rather what results do your buyers want - what are their desired outcomes
- 8:10 - Times are changing, ensure your message changes leveraging business acumen
- 10:45 - ID the outcomes for which you solve
- 13:29 - one of marketing's main roles should be talking to current clients
- 14:43 - how to identify that it is time to change your message
- 21:26 - sales & marketing should talk with their clients together, identify what challenges their clients' are facing & then offer executive briefings on those challenges for their clients
- 28:24 - what needs to be in place to build a growth engine - text revenue to 21000
○ Goals: net-new or cross-/up-sell - do both
○ Double revenue in 36-months by doing both at modest 10% to 15% of new & up/cross-sell growth
○ To do this, must know ideal customer profile (ICP)
○ Intimately know the buyers' group's personas, each persona's desired outcomes & what are the main challenges preventing this from happening
○ Map out the buyer's journey/customer experience & remove friction point
○ Implement playbooks (process + tools + talk tracks + sequences +…)
○ Optimize quarterly
- 53:58 - problems people face when trying to implement a growth engine, take cross-/up-selling seriously; Resources - Pumpkin Plan - grow client relationships, Elite Sales Strategies; Future trends - help your clients wade through the content & make sense of all of the information out there

1:03:42 - reach out to Darrel Amy - free resources

Connect with Darrell: https://www.linkedin.com/in/darrellamy/

Connect with Bryan: https://www.linkedin.com/in/brywhittington/

ebsGrowth Resources:

Evaluate Your Sales Team's Ability to Grow: https://ebsgrowth.com/self-evaluation-form/

Blogs: https://ebsgrowth.com/category/blog-articles/

Podcasts: https://ebsgrowth.com/podcast/