34 min
The Sales Messaging Playbook that Converts Prospects to Conversations Modern Marketing Engine podcast hosted by Bernie Borges
-
- Marketing
Sales messaging is a vital part of a sales reps’ daily work. It’s how they engage with prospects and it can make a big difference in their results. While the perfect sales message will connect and engage the buyer (eventually leading to a sale), a weak sales message will just be ignored, or worse, will damage the reputation of your company.
In this article and episode of the Modern Marketing Engine podcast, my guest, Mario Martinez Jr., CEO and Founder at Vengreso, discusses what marketing and sales leaders need to know about sales messaging and some actionable tips you can start implementing today. Plus, he announced a new tool Vengreso created to help your sales team deploy a consistent message throughout your sales organization.
Now, it is self-evident that sales messaging is crucial for sellers, but why is sales messaging important for marketers?
Mario says that marketers should be supporting the sales team with all of the right messaging, from the Go-To-Market messaging to the messaging to engage with buyers, including messages for social media and sales enablement content such as playbooks, sales cadences, case studies, ebooks, blogs and the like.
At the end of the day, there is just one type of messaging: messaging designed to attract your buyer, not sales or marketing messaging.
Today, the modern marketer is more integrated in the sales ecosystem than EVER before, so it’s imperative that marketers have a defined sales messaging strategy.
Things Every Sales Messaging Strategy Needs Automation in sales and B2B marketing has made life easier for our teams in many regards. But it also has reduced a lot of the personal touch we used to have in sales messaging.
That’s why at Vengreso, we teach our sellers to leverage personalization and hyper personalization in all their sales messages. In fact, we created a sales methodology with the foundation of hyper-personalization. It’s called the PVC method, which stands for Personalization, Value, and Call to Action.
The PVC Sales Methodology focuses on prospecting, from the “pre-hello” to the “hello.” The purpose of this methodology is to help salespeople who are having a hard time connecting with potential customers, create more conversations with their targeted buyers.
And the best thing is that the PVC sales methodology can be used in inbound or outbound sales, when writing an email, a text message, a LinkedIn message, or making a phone call or video conference via Zoom. No matter the medium, every effective sales messaging strategy needs to be personalized, valuable and contain the appropriate call to action for the situation.
“Sales messaging should be structured around PVC to attract our buyers, not detract or distract them,” Mario says. “Never before has the buyer been so digitally connected, socially engaged, mobile-attached, and video hungry. And salespeople must be as well, becoming video producers to create engaging video messages.”
Mario says that in the new normal, sellers will be remote 60% of the time. In fact, according to
Gartner’s Future of Sales research, by 2025 80% of B2B sales interactions between suppliers and buyers will occur in digital channels. Why? Because 33% of all buyers desire a seller-free sales experience (44% for millennials).
There is no going back to a sales rep that is 100% of the time in the field. That’s why we must teach sellers social selling skills, including how to personalize their messaging, bring value and add the right CTAs to their sales messages.
At Vengreso, we offer virtual sales training programs in modern selling skills, such as Selling with Video, Selling with LinkedIn and more.
Now, let’s look at the PVC components in more detail.
Components that Every Sales Messaging Framework Should Have Let’s talk about each of the components of your sales messaging framework:
P – Personalization
V – Value
C – Call-to-Action
Personalization is more than just using the prosp
Sales messaging is a vital part of a sales reps’ daily work. It’s how they engage with prospects and it can make a big difference in their results. While the perfect sales message will connect and engage the buyer (eventually leading to a sale), a weak sales message will just be ignored, or worse, will damage the reputation of your company.
In this article and episode of the Modern Marketing Engine podcast, my guest, Mario Martinez Jr., CEO and Founder at Vengreso, discusses what marketing and sales leaders need to know about sales messaging and some actionable tips you can start implementing today. Plus, he announced a new tool Vengreso created to help your sales team deploy a consistent message throughout your sales organization.
Now, it is self-evident that sales messaging is crucial for sellers, but why is sales messaging important for marketers?
Mario says that marketers should be supporting the sales team with all of the right messaging, from the Go-To-Market messaging to the messaging to engage with buyers, including messages for social media and sales enablement content such as playbooks, sales cadences, case studies, ebooks, blogs and the like.
At the end of the day, there is just one type of messaging: messaging designed to attract your buyer, not sales or marketing messaging.
Today, the modern marketer is more integrated in the sales ecosystem than EVER before, so it’s imperative that marketers have a defined sales messaging strategy.
Things Every Sales Messaging Strategy Needs Automation in sales and B2B marketing has made life easier for our teams in many regards. But it also has reduced a lot of the personal touch we used to have in sales messaging.
That’s why at Vengreso, we teach our sellers to leverage personalization and hyper personalization in all their sales messages. In fact, we created a sales methodology with the foundation of hyper-personalization. It’s called the PVC method, which stands for Personalization, Value, and Call to Action.
The PVC Sales Methodology focuses on prospecting, from the “pre-hello” to the “hello.” The purpose of this methodology is to help salespeople who are having a hard time connecting with potential customers, create more conversations with their targeted buyers.
And the best thing is that the PVC sales methodology can be used in inbound or outbound sales, when writing an email, a text message, a LinkedIn message, or making a phone call or video conference via Zoom. No matter the medium, every effective sales messaging strategy needs to be personalized, valuable and contain the appropriate call to action for the situation.
“Sales messaging should be structured around PVC to attract our buyers, not detract or distract them,” Mario says. “Never before has the buyer been so digitally connected, socially engaged, mobile-attached, and video hungry. And salespeople must be as well, becoming video producers to create engaging video messages.”
Mario says that in the new normal, sellers will be remote 60% of the time. In fact, according to
Gartner’s Future of Sales research, by 2025 80% of B2B sales interactions between suppliers and buyers will occur in digital channels. Why? Because 33% of all buyers desire a seller-free sales experience (44% for millennials).
There is no going back to a sales rep that is 100% of the time in the field. That’s why we must teach sellers social selling skills, including how to personalize their messaging, bring value and add the right CTAs to their sales messages.
At Vengreso, we offer virtual sales training programs in modern selling skills, such as Selling with Video, Selling with LinkedIn and more.
Now, let’s look at the PVC components in more detail.
Components that Every Sales Messaging Framework Should Have Let’s talk about each of the components of your sales messaging framework:
P – Personalization
V – Value
C – Call-to-Action
Personalization is more than just using the prosp
34 min