Minoa

Have you ever tried to talk to twenty people at the same time? 🤷♂️ We haven’t, but it’s probably quite difficult. Unfortunately, that’s the reality for most enterprise sales reps. Today, the average buying committee consists of 14 to 23 people. It’s no longer a one-on-one conversation, and sales teams need to adapt. More below 👇 https://lnkd.in/ew9tXzXf

🚨Case study alert 🚨 Announcing our case study with, Templafy, a global leader in document automation. It’s great working with them, so check out the story below 👇 https://lnkd.in/ej6FH2Dq

Check out our take on G2’s 2024 Buyer Behavior Report 👇 https://lnkd.in/e6A3RGe7

Have you heard of the IKEA effect? It’s when individuals value things they build themselves instead of something that’s readily provided. So, what’s your coffee table got to do with sales? It’s been found that sales teams can increase their close rate by 14% by working with a prospect instead of selling to them. Collaboration might just be the shake-up your team needs. More below 👇 https://lnkd.in/e_mTT7KT

🤷55% of customers say that making a buying decision is difficult due to the sheer amount of information given to them. 🤷 Sometimes, it pays not to be just a source of information but a source of clarity. Enter the sense-making framework. More below 👇 https://lnkd.in/eug5uyDD

Fresh off the press - Minoa has been named a High Performer in G2's latest summer report 🏆 We believe that value-selling is the only way of selling. Executive decision-makers expect a business case that outlines the project's impact on key business metrics and financials. We're excited that Minoa is the best solution for modern GTM teams to bring value into every customer conversation and convince all stakeholders to sign the deal. And we're incredibly grateful to our customers - thank you for your feedback, engagement, and support. We're only getting started! ✨

These days, buying committees can boast up to 20 people. With more scrutiny and smaller budgets, salespeople can lose up to 60% of deals to indecision. The solution might not be more information. Instead, help your customers make sense of the information that exists presently. It’s called the sensemaking framework – we wrote an article on it a few weeks ago if you want to check it out 👇  https://lnkd.in/eug5uyDD 

How much time should you spend building sales collateral? Well, sales collateral needs to: 🔗Relevantly link the customer’s problem to your solution’s value message.🔗 ✍️Be personalized to the customer's problem and the vendor’s value proposition.✍️ 🪧Demonstrate your product’s real value.🪧 On top of all of this, it must be clear and look professional – especially at an enterprise. As one of our users Lorenzo Ricci, Account Executive at Zeotap, said, you simply “cannot present something that is horrible to show.” So, we’re excited to announce the next in our product update series: Slide exports. More here: https://lnkd.in/eAJT88UZ

87% of sales teams now use value selling tactics. 📈 In fact, value selling has become so prolific that some organizations are creating dedicated value teams that focus entirely on creating tailored value propositions. But what about when this isn’t an option? 🤷 In lean and growth-minded organizations, value selling strategies often have to be done on the fly. Luckily, there are a few small changes that any sales team can make to implement a winning value selling strategy. More below 👇 https://lnkd.in/gz2FF68U

These days, it feels like everyone’s product boosts enterprise productivity/efficiency/growth by x percent/hours/dollars. ROI calculations *on their own* just don’t stick anymore. While more general ROI figures might be helpful in grabbing someone’s attention, they must be specific and relevant to highlight value across the whole sales process. A great way to do this is to include some type of value quantification early on that can be used to create ROI calculations that are accurate, relevant, and specific to the needs of enterprise-level stakeholders. Otherwise…