Aligned

What even is a digital sales room / deal room anyway?

In B2B deals, there are 10+ stakeholders involved. All of them must agree on how to solve a problem before they can purchase your product. This is why many deals stall and end up as "closed lost - no decision." Today at noon, 👩🏻🏫 Krysten Conner will share 3 secrets to keep your deals moving forward and avoid stalling. She'll also provide actionable templates and examples to help you close more deals. Register for the event here: https://lnkd.in/gFa7zygk

Run your job search like a deal cycle form prospecting to close Aligned is free for jobseekers for this very reason S/O Kyle Asay congrats on the new hire

Managers getting involved in your deal like... 😑 When (if ever) should you bring in your leadership to your deals? It can be a good idea to multithread internally to reciprocate or incentivize your customers involving more of their team It can be especially when you're outnumbered on a large demonstration HOWEVER you need to make sure whoever you bring in from your team has a clear understanding of what their role will be on that meeting What the purpose of having them there is What you expect them to do during the meeting And exactly when they should speak up Don't let leaders, product teams, marketing teams, or engineers hijack the call As an Account Executive it's your job to quarterback the conversation #SalesHumor

Stop waiting for your prospect to answer. Take control of your deals. Here’s how: ✨ ⁠ENABLE YOUR CHAMPIONS ✨ The power of multi-threading begins with champion enablement. Equipping your champions with tools and resources to advocate for your solution internally sets the stage for a smoother buying journey. When buying is quick and easy, buyers are less likely to choose the status quo. The streamlined process helps them succeed at selling the solution internally. ✨ CREATE A DSR ✨ Digital sales rooms allow sellers to tailor workspaces and individualize content for every distinct buyer. Buyers get a single location and source of truth they can return to throughout the sales cycle. ✨⁠ ⁠ENGAGE MULTIPLE STAKEHOLDERS ✨ A multi-channel approach reduces dependency on a single point of contact. This increases the likelihood of influencing a positive purchase decision. Addressing each stakeholder’s concerns or priorities simultaneously can speed up the sales cycle, leading to a greater win rate. --- ✨ Relevant stats: ✨ •⁠ ⁠95% of the buying journey is not spent with sellers •⁠ ⁠65% of buyers are overwhelmed by information •⁠ ⁠75% prefer a "sales rep-free" experience ✨ CONCLUSION ✨ Making buyers life easier = taking control of the deal.

Every single time you pitch something the buyer doesn’t need it lowers the value of your solution

I have a strategic advisor role with Aligned and am sponsored. Biased as heck, but I wouldn’t work with them if I didn’t really love their product. And use it daily. I create a digital sales room for every single opportunity I work. It keeps content organized like demos, pricing, case studies, and other resources. But also provides me all the analytics on visitors, time, engagement, etc. To help accelerate my sales cycles and improve my win rate. Here are all my rooms sorted by engagement in minutes from customers. My one takeaway after using them for 6 months. Buyers love them even more than me. Which is the biggest win possible. Get started for free: https://lnkd.in/gSi6izBX 🦙🦙🦙

How to shorten your deal cycle by half? Create a "Mutual Action Plan". Here’s how: A BIT OF CONTEXT: Last week, I posted about buyer journey complexity. I received many DMs asking: how can I solve that? A "MAP" is a clear plan that's mutually agreed upon by both sides and helps to simplify complex buying journeys. WHEN TO USE THEM? You should use them if your buying cycle is usually complex, and requires many touch points. You should not use them if your buying cycle is short & simple. In this case, it would make it more complex. HOW TO INTRODUCE "MAP" TO YOUR PROSPECT? Your prospect will appreciate participation in the MAP creation process, as long as you make sure to: - Share in writing how your process typically works and helps others achieve success. - Listen to them, and show them that you care by making a record of their insights. - Brainstorm together to create a path that combines your process with theirs. - Give them a tool to clarify responsibilities, track progress, and simplify the process. - Focus on their goals to become a trusted resource and partner. If you want to get more on that topic:  I am adding an article and templates in the comments.  Follow me for more winning sales strategies.

Over the last 6 months, I spent 20 hours interviewing the best AEs in SaaS (at companies like Gong and Demandbase). Here’s the counterintuitive way they’re all winning deals right now: They don’t ‘Sell’. They offer ’Buying Process As A Service’. In the 'Growth At All Costs’ era (2000-2022), we could get away with ‘Selling’. We hired armies of undertrained SDRs and told them to crank up 16-step sequences at scale: Taught them to play the numbers game, fill a shallow [personalize here] line, and call it a day. We allowed AEs to go out there at rookie level: Run feature-focused demos, interrogation-like discovery, push their sales stages, and run salesy follow-ups. Having a ‘Sales-Centric Experience’ worked. But today, the average salesperson is failing. Because B2B buying has changed. It's more complex than ever. And buyers are avoiding sellers like the plague. Here are some stats: - 95% of the buying journey is not spent with sellers - 65% of buyers are overwhelmed by information - B2B categories grew +20% in 2yrs - 75% prefer a rep-free experience - Buying group grew 4x in 10yrs Failing to support your buyer’s process leads to: - Indecision: “I don’t get why I need to buy, and how to buy/get this approved” - Ghosted/Single-Threaded: “I don’t feel like this rep is helpful, I’ll manage…” - Lost Competitor: “I feel I’m in much better hands with [other AE] who gets me” We are in a ‘Buyer-Led Era’. Top salespeople get it and adapt: - They don’t run sales stages; They facilitate buyers’ stages - They don’t focus on more action; They focus on better action - They don’t give info; They digest and help make sense of it - They understand that ‘How’ you sell > ‘What’ you sell In short... They offer ’Buying Process As A Service’. To help you sell like these top AEs, Aligned spent 60 hours compiling these interviews into an actionable Buyer Enablement Playbook. It includes the top plays, tactics, and frameworks you can start using to win deals now. If you want early access, like this post and comment PLAYBOOK below. Happy H2 all!

Hey everyone, ⚡️Francisco Oller Garcia, MBA here! I want to share a fantastic tool with you: Aligned Free. It’s a game-changer for job seekers like me looking to stand out in today’s competitive market. Your adaptability, coachability, and curiosity are key to thriving in Customer Success. But how would you be able to showcase these traits on a resume? Enter Aligned! Create a dynamic, Aligned room to bring your work examples to life with videos, testimonials, and graphs. It’s not just about listing accomplishments; it’s about telling your story in a way that resonates. Here’s a fun fact: I was honored with the Leaving a Legacy Award at Providence College!