Sharpen Your Message: Differentiate Yourself in a Competitive Market

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In the Transform Sales Podcast #42, Amir Reiter spoke to Matt Aird, CEO at Sales Science, about some common mistakes buyers make when looking to outsource sales. Matt shares valuable insights on the importance of understanding your product’s unique value proposition and how it stands out from the competition.

In case you missed it…. these are the highlights

Who are your agency’s best fit customers (as defined by Products they sell and markets they want to sell into)?

Sales Science’s best-fit customers are startup to mid-sized software companies looking to sell their products in Australia, New Zealand, and the United States. 

What are the Top 3 tips you would give Buyers to increase the probability of achieving the result they want FAST with your agency?

  • Be clear on your product’s differentiation and unique value proposition before hiring a Sales Agency. Avoid relying on generic selling points such as superior service or competitive pricing, as they may not sufficiently distinguish your offering.

“…Make sure you know how your product stands out from the competition and what unique value proposition you bring to the table…”

This will allow you to create a new perspective in your customer’s mind, which is essential for your outbound campaigns to gain traction.

  • Give your outbound campaigns time to develop and gain traction over at least a six-month period. Don’t expect immediate results and be ready to stick with it and allow for the messaging to be clarified and crystallized over time.

“Every campaign that is given sufficient time to develop will start to see a compounding effect that brings more and more prospects into the fold, so don’t be too hasty to jump ship if you don’t see results in the first month…”

Keep constant communication with your Sales Agency, especially in the early stages of the outbound campaign. Provide quick feedback and answers to questions, and ensure that you share all the important insights and information uncovered during your conversations with prospects. Passing that information back to the agency as quickly as possible enables them to double down on what’s working and make necessary adjustments where needed. 

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