Stop Losing to No Decision or Status Quo: a Challenger Conversation Framework
On average, 38% of B2B opportunities are lost to status quo and involve an average of 11.2 stakeholders. B2B Sales and Marketing teams are not losing to competitors as frequently as they’re losing to customer risk aversion. We're losing to the customer's gut feeling that no matter how much "better" our solution may be, the road to "better" involves change, cost, productivity losses while the customer’s team learns how to do something new. Attendees will learn: • Why most Sales conversations and Marketing messages are contributing to status quo outcomes. • Why ROI is no longer enough, and how to leverage Cost of Inaction (COI) in your messages and pitches. • A framework for aligning Marketing and Sales teams with a messaging choreography that makes the buyer’s pain of same greater than the buyer’s pain of change. Read More
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