0:00 Welcome to Module 6. Now let’s get into what? Is sales leverage dot AI. Module 6 Overview. What is sales leverage dot AI?
0:15 What is sales leverage or why is sales leverage? What is in today’s business climate and then how to maximize sales leverage.ai.
0:26 So what is it? Sales leverage.ai is a SaaS platform built to accelerate positive outcomes for the entire revenue org, not just sales.
0:37 I know that’s where we’re focused right now, but it’s designed to benefit the entire revenue org. It was designed based on the proprietary VLG, which is a value-led growth execution.
0:50 Framework. This framework gives sales teams the ability to better influence customer decisions and shorten deal cycles by an average of 50%.
1:02 Again, we help influence customer decisions. We help drive it. Okay. And it’s not based on price incentives or anything like that.
1:10 Umm, but it’s this, this platform was based on human decision logic. Okay. The Sales Leverage AIMS methodology has been developed and tested for over a decade.
1:22 Across nearly every vertical market in both the public and private sectors and had tremendous, tremendous success. Why is sales leverage critical to modern sales?
1:37 Well, number one. Because the sales process is rapidly evolving based on modern buyer behavior. I think we talked about that in module one.
1:45 Okay, so we need to be mindful of that always. Number two, customers are much more savvy based on the access to information and require expertise beyond what they can uncover on their own.
2:00 Okay, so if you, you have to be able to bring value to the table and insight and information to the table that a customer can’t find through their own research and through using AI, customers are becoming more value-centric, okay, and less product-centric.
2:19 Remember in the first module, 96% of customers or prospects already know about your product before they even engage with you.
2:26 So you need to learn to align on value based on what we talked about before. Persona value mapping, quantitative value mapping, quantitative workflow mapping.
2:37 Those are going to be the, umm, the main things. Methodologies and the components that will allow you to have success in the future and it will not change because again, it’s based on universal law, okay?
2:58 So those leverage helps sales and revenue teams uncover unique customer insights and quantifies value that they cannot see on their own.
3:09 Remember, that’s one of the behaviors of a consultant. You have to be able to show your customer what they wealth of resources that we’ve created on our website and on social channels.
3:35 Okay, if you’re taking this course, you’ve already gone through our website and there’s a lot of resources there, a lot of insights and then from I mean, articles and information.
3:47 There’s a podcast, there’s our sales leverage crypto presidents club podcast. That’s huge. We’re bringing Revenue leaders from all over the world to talk about The different challenges how we’re innovating how we’re how we’re evolving the sales in the modern digital and virtual landscape.
4:07 So there’s a lot, a lot of resource out there. We’re pretty much on every social platform you can think of number two, you need to become an expert at understanding what matters to you.
4:19 To your customer, you need to understand not only what matters, but why things matter to them and the measurable impact of those things.
4:27 We’re going to be doing many, many more courses. We’re going to get deeper into the how, uhm, behind quantitative. Workflow map and a lot of what I’ve taught you in these modules is more concept right now because again, we need to reshape the thinking, right?
4:43 We need to prime the mind a different way and start looking through a different lens, right? But we’ll get into those skills, some of those more, uhm.
4:51 Detail skills and show you how to do that. And then last, just be consistent and enjoy your evolution from a traditional seller to an elite consultant.
5:02 We want to be your partner in that effort, okay? We know you can’t do that on your own. Umm, it’s a major shift for some.
5:09 For some, not so much. Some of you are already kind of functioning at that consultant level and you just may need a little refining, a little sharpening.
5:17 That’s it. You know what I mean? You’re already there. But for ones that are far from that, that consulting, consultative behavior, we could help shorten that gap and that learning curve really, really quickly.
5:28 Okay? So that’s the end of Module 6.