The script for the video
The video below runs for 3 minutes and explores essential activities to accelerate revenue. The place to start sales performance is with your existing customers. All of the methods discussed build on a fundamental understanding of the jobs your customers are trying to get done and are based on proven concepts. It is read by my wife Robin.
- To accelerate sales revenue in 2024, focus on attracting and converting the right prospects and make the most of your sales conversations with potential buyers.
- Understand that differentiation now hinges on how you engage and communicate, not the product you sell. It begins by truly understanding your buyers.
- Identify your ideal buyer's top struggling moments that prompt them to seek solutions. Use customer Switch interviews to capture these key moments and the events that trigger them and understand their desired outcomes, in line with jobs-to-be-done theory.
- In first meetings, provide executives with a briefing that offers new perspectives and valuable insights they may not be aware of. Use simple visuals to enhance understanding and reframe thinking.
- Share real stories that emphasise the need for change to illustrate the negative consequences of maintaining the status quo.
- Connect with prospects using “Who we’ve helped” stories that follow the hero’s journey format, capturing their challenges, emotions, trigger events, and the business value they gained from your solutions.
- Embed these insights into your Website messaging, product pdf’s, landing pages, sales conversations, email, and sales presentations and craft them into an engaging visual story.
- Introduce visual storytelling workshops to help everyone in the company effectively communicate your why-change story and drive adoption.
- Roleplaying with peers, managers and video helps the customer-facing team internalise the narrative. Your story becomes second nature with enough practice, enabling dynamic and engaging conversations with buyers without relying on visual aids or worrying about what to say or ask next.
- Aligning your sales and marketing messaging with your ideal customers’ jobs-to-done and desired outcomes creates consistency. It gives you the power to attract and convert the right prospects, resulting in long-term value for your business.
- This strategy aligns your marketing and sales efforts, leading to better prospect engagement and enhancing the discovery and qualification process. This leads to a better win rate and sets the stage for accelerated growth in 2024.
- The critical step is to decide when to begin. If you need help identifying your customers’ struggling moments, developing narratives, creating your visual story and facilitating a visual storytelling workshop to kickstart behaviour change, or if you want to learn more, you know what to do.
