- by Elay Cohen
- February 8, 2015
- Sales Skills
SalesHood - Sales Enablement Platform
When I talk to sales professionals that have real, business issue “compelling events” the following words come to mind:
We all know we can close deals without compelling events, but there’s a good chance our deals will get pushed. We also know that investing time to uncover compelling events increases certainty that deals will close, and close faster. Conclude there isn’t a compelling event and quickly qualify deal outs of our pipeline. Whatever the outcome is from customer conversations and compelling event exploration, the goal is clarity on where to spend our precious time.
Uncovering or co-creating compelling events with customers is proven to make deals close faster. The magic happens when you tap into your customer’s urgency to solve their top business problems. Once we help a customer uncover their compelling event, they’ll push us to accelerate timelines to solve their business problems. That’s when our sales campaigns hit top speed.
A compelling event is a customer’s business pain that needs to be solved by a certain date, or else, something bad happens to the executive who owns solving that problem. The impact of the consequence of inaction is the lever we use to accelerate a deal. It becomes the anchor of our sales campaign messaging. Our job as sellers is to tie our solutions to real compelling events.
Many sellers, especially here in Silicon Valley, think their solutions are “nice to have” and they don’t have a compelling event. If you have a target profile buyer, then you’re already on your way to uncovering and quantifying compelling events. I promise, once you uncover a buyer’s performance metrics and top initiatives, you’ll find a compelling event. Then, work backwards and build a sequence of steps (aka close plan, success plan, action plan etc) to help your customer solve the problem they have revealed as a top priority, using your solution.
Here are three buyer personas and a compelling event for each:
VP Marketing: We’re launching a new product/campaign/website by a certain date…
VP Customer Service: We’re opening a new call center and training new call center agents on a certain date…
VP Sales: We have a sales kick off event on a certain date…
With each of these compelling events types the trick is to find the initiatives that are a top priority, then show your executive how you can get them on a path to solving it. Once you do that, your deal will move super fast.
For example, if you sell technology to a VP Marketing and you’ve uncovered that they’re launching a new website on April 15, 2015. Your solution will help them make their website better. The way you drive urgency is to set up a sequence of steps that gets your technology trialled, personalized and operational before the April 15th date to ensure your customer will confidently hit their goals. It’s not your compelling event, it’s your customer’s compelling event.
In 2014, SalesHood powered thousands of deal reviews and sales huddles. We correlated the activity and outcomes of sellers who identified compelling events to closed business. We learned a lot about how deals are accelerated when sales professionals uncover a real customer’s compelling event.
Here’s a summary of what we learned:
Compelling events are alway based on internal or external business pressures that are tied to an executive’s top priorities and compensation.
Compelling events are time-based and result in a consequence if no action is taken.
If your compelling event is more than fifteen words, then you don’t have a compelling event.
Compelling events are uncovered through thoughtful discovery and/or created by working with champions to re-prioritize initiatives.
Compelling events are tied to measurable and quantifiable outcomes.
Compelling events are not our month/quarter/year end or a special “today only” discount.
Get to a compelling event faster by answering these questions: What are they buying? Why are they buying? When are they buying? Who is buying? Who is paying?
Your sales team is the first line of defense against compelling event blinds spots and “happy ears” in deals.
Compelling events result in higher forecast accuracy, deal velocity and better pipeline quality.
Get beyond the business problem/pain/priority to uncover a compelling event. Be curious and get to the why and by when.
Share this list with your sales teams. Implement these ideas in your deal reviews, quarterly business reviews and forecast calls to immediately move the needle and grow top-line revenue. Make compelling events part of your sales values and operational cadence.