Aligned

What even is a digital sales room / deal room anyway?

When I was managing a sales department, my top-performing rep had a secret weapon ✨ : Each deal he closed was thanks to a "flexible MAP". BACKGROUND: One day, a key stakeholder was replaced mid-way through the deal. The new stakeholder had different priorities and timeline, and since we didn't work with a flexible MAP, it didn't reflect his expectations clearly. The deal fell through because we didn't have clear visibility on his expected timeline and couldn't address his new concerns on time. CONCLUSION: Most think a sales plan needs to be rigid and fixed. But what actually works is a plan that evolves according to each buyer. ____________ Here's how we adopted his strategy across the team: 1.⁠ ⁠Defining the objective, and stating the goal together 2.⁠ ⁠Aligning the plan to the key stakeholders 3.⁠ ⁠Co-creating the plan with the buyer 4.⁠ ⁠Outlining the roles and responsibilities 5.⁠ ⁠Maintaining flexibility and adaptability The results: Our closing rate increased by 35% across the team. TAKEAWAY: Treat the MAP as a living document, and adjust it to any changes in priorities or timelines. A flexible MAP adapts to the buyer's needs and ensures a successful outcome. Create a MAP that evolves with your prospects. Make it about them, always.

Do your sales calls end with, “Looks good, let me talk to my team and get back to you,” but then you never hear from them again? Most deals stall after the first call because key steps are missed. To keep the momentum going, try these strategies: ✔️Show a visual of the full buying process and align it with their internal steps. ✔️Build a business case with your champion to gain consensus on the problem. ✔️Engage multiple stakeholders within the organization. ✔️Understand the company’s priorities and timelines. In short, aligning your sales process with their buying process. Join us today at 1pm EST for “The Buyer Led Sales Era” where we’ve teamed up with Women in Sales and top sales leaders Melissa Gaglione✨ and Ashley Zagst to share tips on keeping deals moving forward. Don’t miss out: https://lnkd.in/gSekjVgj

67% of salespeople are overwhelmed by stress. Here's how to deal with it: Main reasons why salespeople feel stressed: ↳ Lack of control over deals. ↳ Uncertainty in buyer's actions. Increase visibility = reduce stress. Take action by using these tools: Deal visibility: use Clari. ↳ Provides insights and analytics. ↳ Helps track deal progress and identify risks. Call visibility: use Gong/Chorus. ↳ Records and analyzes sales calls. ↳ Offers feedback to improve communication. Digital Sales Rooms: use Aligned. ↳ Centralizes all deal content. ↳ Keeps track of buyer engagement and interest. These tools help uncover hidden buying clues. They reduce the unknown and bring clarity. Use these tools to eliminate the unkown and reduce stress.

In B2B deals, there are 10+ stakeholders involved. All of them must agree on how to solve a problem before they can purchase your product. This is why many deals stall and end up as "closed lost - no decision." Today at noon, 👩🏻🏫 Krysten Conner will share 3 secrets to keep your deals moving forward and avoid stalling. She'll also provide actionable templates and examples to help you close more deals. Register for the event here: https://lnkd.in/gFa7zygk

Run your job search like a deal cycle form prospecting to close Aligned is free for jobseekers for this very reason S/O Kyle Asay congrats on the new hire

Managers getting involved in your deal like... 😑 When (if ever) should you bring in your leadership to your deals? It can be a good idea to multithread internally to reciprocate or incentivize your customers involving more of their team It can be especially when you're outnumbered on a large demonstration HOWEVER you need to make sure whoever you bring in from your team has a clear understanding of what their role will be on that meeting What the purpose of having them there is What you expect them to do during the meeting And exactly when they should speak up Don't let leaders, product teams, marketing teams, or engineers hijack the call As an Account Executive it's your job to quarterback the conversation #SalesHumor

Stop waiting for your prospect to answer. Take control of your deals. Here’s how: ✨ ⁠ENABLE YOUR CHAMPIONS ✨ The power of multi-threading begins with champion enablement. Equipping your champions with tools and resources to advocate for your solution internally sets the stage for a smoother buying journey. When buying is quick and easy, buyers are less likely to choose the status quo. The streamlined process helps them succeed at selling the solution internally. ✨ CREATE A DSR ✨ Digital sales rooms allow sellers to tailor workspaces and individualize content for every distinct buyer. Buyers get a single location and source of truth they can return to throughout the sales cycle. ✨⁠ ⁠ENGAGE MULTIPLE STAKEHOLDERS ✨ A multi-channel approach reduces dependency on a single point of contact. This increases the likelihood of influencing a positive purchase decision. Addressing each stakeholder’s concerns or priorities simultaneously can speed up the sales cycle, leading to a greater win rate. --- ✨ Relevant stats: ✨ •⁠ ⁠95% of the buying journey is not spent with sellers •⁠ ⁠65% of buyers are overwhelmed by information •⁠ ⁠75% prefer a "sales rep-free" experience ✨ CONCLUSION ✨ Making buyers life easier = taking control of the deal.

Every single time you pitch something the buyer doesn’t need it lowers the value of your solution

I have a strategic advisor role with Aligned and am sponsored. Biased as heck, but I wouldn’t work with them if I didn’t really love their product. And use it daily. I create a digital sales room for every single opportunity I work. It keeps content organized like demos, pricing, case studies, and other resources. But also provides me all the analytics on visitors, time, engagement, etc. To help accelerate my sales cycles and improve my win rate. Here are all my rooms sorted by engagement in minutes from customers. My one takeaway after using them for 6 months. Buyers love them even more than me. Which is the biggest win possible. Get started for free: https://lnkd.in/gSi6izBX 🦙🦙🦙