Ayaz Nanji says, “Some 85% of B2B companies say their sales team’s ability to articulate product/service value is one of the most critical factors in closing deals, according to a recent report from Corporate Visions.

The report was based on data from a survey of more than 500 B2B marketers and salespeople from around the world who were polled about their sales messaging strategies and training.

Additional key findings from the study:

41% of companies ask their salespeople to role-play practice product/service value messaging in front of others.

49% of respondents say managers are responsible for ensuring that value messaging is practiced and coached; 36% say the training organization is responsible; 34% say no one is inspecting messaging proficiency”.

The State of B2B Sales Messaging

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