A sales coach reviews ten reps' research and decks, showing why they fail to land. The problem: raw information without a value hypothesis. Reps need to filter findings into one actionable point of view, name the decision-maker they can help, and make the insight original.
Here's what I want you to do. For each of these 10 accounts, you don't have a value hypothesis. You have information that we need to now filter into what is my point of view? Why do I believe I can help this company? And who in the company do I believe I can help? All right. So if like a sales rep was going through that QBR with me, I would respond that way. I would say, hey, good research. So what? That should be the main point of the slide. It's missing from all the slides. And I know you copied another rep, but that rep probably sucks. So that's the main point of doing the research is like, okay, I know stuff about your account, but what am I going to do with it? So Now we need to take that and filter it down to what is my value hypothesis.
