Many sales executives understand the importance of getting their teams to use LinkedIn for connecting with prospects and customers. However, many of them lack a line of sight into what their reps are actually doing on LinkedIn.
We write and talk a lot about having Command of the Message® inside your sales organization. It’s a topic we feel strongly about, because without it no sales organization can thrive in a competitive environment. Command of the Message is the hallmark of a high-performing sales team.
But what does having Command of the Message truly mean, and how can your organization achieve it?
We define Command of the Message as:
"...being audible-ready to define your solutions to customer problems in a way that differentiates you from your competitors and allows you to charge a premium for your products and services.”
Selling is always easier when you adjust the sales conversation based on what your buyer needs. Audible-ready sellers excel at actively moving conversations forward by articulating value and differentiation in a way that ties their solutions to their buyers' most pressing business issues.