Win more sales
B2B sales messaging playbooks and training
Assessments | Training | Playbooks
Selling a complex B2B solution today requires effective messaging, sales execution and a clear understanding of your Perfect Prospect Profile. The Virtual CRO helps you switch from a product push sales strategy to consultative approach focused on business outcomes.
Customers purchase outcomes but sales and marketing teams continue to sell them features.
The Virtual CRO takes an outcome-based approach to your B2B sales strategy
Through our (GC)2 discovery process we learn why customers choose your solution and what challenges you are uniquely qualified to address. We use these outcomes to build a strong sales argument that improves sales execution and marketing messaging.
Why partner with The Virtual CRO
61% of B2B sales end in
“no-decision”
The average quota attainment rates have been dropping consistently over the last 10 years. Sellers struggle to overcome no-decisions and prospects have no tolerance for playing “20 questions.”
Sellers today need to bring a consultative approach that demonstrates immediate value to the prospect.
Your selling time with buyers has shrunk
Your sales team gets only 5% of a prospect’s time during their evaluation of new solutions.
Do you want your sellers spending that time asking questions or providing value with information that helps buyers make informed decisions?
Classic needs-based selling doesn’t fit the modern sale
Many companies train their teams to ask qualifiying questions that uncover the customer’s needs. This method incorrectly assumes the customer knows what they want and already has a project in place to evaluate solutions.
How do you win an unbudgeted sale?
Outcomes we deliver
Trusted by leading B2B and SaaS companies to improve seller skills and close more sales
Book more appointments
Increase sales conversion at every stage
Evolve from product pitching to consultative selling
Reduce productivity curve of new hires
Build your company’s “win recipe”
Identify your Perfect Prospect Profile
Align the organization around your best messaging
Increase the AVC and TCV of deals won
Create confident sellers who can take your message forward
Develop teams who can build consensus and sell to C-suite buyers
“His ability to translate complex technologies into clear, concise sales messaging was transformative and an asset to me and our team at SevOne. Smart, fair, and direct, Casey has a proven and successful track record in developing highly successful sales teams that win. He is an incredible add to any Sales team.”
Our services
1) sales Assessments
A comprehensive audit of the current state of your messaging, sales execution and sales team skills. You’ll receive recommendations on how to build an efficient sales engine that yields predictable results. This recommendation includes a “win recipe” that outlines how to engage companies who match your Perfect Prospect Profile. You’ll answer the questions of you want to sell to and what story you want to tell them.
2) sales messaging playbook
A Sales Playbook codifies the messaging and sales actions contained in your unique “win recipe.” The Playbook provides step-by-step guidance on how to move a prospect through the buying process. Sellers learn how to use conversation prompts that spark curiosity and expose knowledge gaps that drive a prospect to want to learn more. The Playbook teaches sellers how to sell consultatively, create Internal Sellers, handle common objections and serve as a buyer’s guide.
3) sales training
The Virtual CRO provides the training to drive adoption of the Sales Playbook. Using role plays and interactive sessions, The Virtual CRO gives each seller a chance to try the conversation prompts, practice handling objections and closing sales.
Remote training and in-person sessions.
“Casey has an athletic pulse on the technology industry — what makes it tick and how to get industry leaders involved and keep their attention.”
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