The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

As we kick off our latest series on the importance of differentiation from competition in the sales process, Donald is joined by Tim Pollard to learn more about message building. As the CEO of Oratium, he’s learned the importance of messaging that delivers results and makes an impact on its audience. The most common messaging problems: There is no differentiation. Differentiation has to be embedded somewhere. Otherwise, you will not be memorable. Three toxic mistakes characterize the way we structure messaging: We pack too much into messaging. Forty-slide decks are overwhelming, and nobody pays attention to them. Most modern sales messaging is too confusing or has an unclear value proposition. Almost all messaging is self-oriented. It’s about the salesperson or their company instead of relating it to the client. This leads to two problems: The initial sales meeting isn’t compelling.  Most messaging fails the retellability test. The goal shouldn’t be first meeting success; it should be second meeting