Using Alignment Marketing to Build a High-Performing Sales Team
Finding and retaining good salespeople can be a challenge in today’s business landscape, where traditional seller-buyer relationships are no longer as effective. Research shows that 67% of B2B salespeople fail to meet their sales quota, and it’s becoming harder to connect with decision-makers in larger and more dispersed buying teams.
To address these challenges, companies can leverage the power of alignment marketing. Alignment marketing is a marketing strategy that aims to create a connection between a brand and its target audience by aligning the brand’s values, beliefs, and goals with those of the audience. By using the alignment marketing formula, brands can build deeper connections with customers, leading to increased customer loyalty and satisfaction.
Moreover, alignment marketing can help attract and retain good salespeople. By creating a culture that aligns with the values and goals of potential sales hires, companies can attract top talent who are passionate about the brand and its purpose. The alignment marketing formula can also help in retaining good salespeople, as they will be more likely to stay with a company that shares their values and goals.
In summary, the alignment marketing formula can help companies find and retain good salespeople by creating a culture that aligns with their values and goals. By using this approach, companies can also build deeper connections with their customers, leading to increased customer loyalty and satisfaction.
In this episode of our podcast, we’re excited to welcome Stacey Hall, a seasoned sales leader with over 20 years of experience. Stacey has worked with some of the biggest brands in the industry, and has successfully built and led high-performing sales teams. She is also an expert in alignment marketing, a strategy that can help companies find and retain good salespeople.
Stacey will share her insights on the challenges facing salespeople today, and how companies can leverage alignment marketing to overcome these challenges. She will also discuss how to create a culture that attracts top sales talent and retains them for the long term.
Stacey Hall has coached thousands of entrepreneurs on how to attract sales, satisfaction, and success. She is a bestselling author, a TEDx presenter, and a leading social media marketing expert. She is founder of Success with Stacey Hall and of the groundbreaking social media marketing training program, Go for YES, which has helped thousands of people attract more sales, customer, and employee satisfaction and success. Her new book is, Selling from Your Comfort Zone: The Power of Alignment Marketing
01:44 – Introduction
02:22 – About Stacey Hall
02:49 – How does the Alignment Marketing formula fix the problem?
08:39 – Misplaced perceptions in regard to control
09:34 – The amount of trust needed to invest in your solution
11:53 – Status quo bias / Rolodex mindset
14:59 – Selling first approach
19:15 – Generating demand – what to do differently
23:18 – Short-term conversion vs. Long-term relationship building
25:19 – Acquiring new business
26:09 – Sales vs. Marketing
27:51 – Audience vs. Ideal Customer Profile
30:44 – People you shouldn’t be working with
33:51 – What’s missing in sales?
36:47 – Comp models
38:59 – Connect with Stacey Hall
“It is not hard to find good salespeople. Great people desire jobs where they can bring their purpose, their calling, their mission, into alignment with a company’s mission and purpose.”
“It’s all about purpose and calling.”
“It takes more trust the more expensive the product. However, it also takes the same amount of empathy and listening.”
“We need to ask questions – questions that seem so far away from the product but help us understand who it is we are in front of.”
“If you do not have the time, patience, and money to build a relationship, get out.”
“Before trust can happen, understanding has to happen, alignment has to happen.”
“When two people understand each other, the next logical thing that usually occurs is they start co-creating together.”
“Just because somebody looks like they could use my product or service doesn’t mean I want them.”
“It’s okay to have stature and posture and not be pushovers.”
“People will do more for positive acknowledgment than they will for money.”
“Money does not keep people around. Appreciation, empathy, consideration – that’s what’s satisfying to people’s souls.”
“Start appreciating the people in front of us and keep encouraging them to keep expanding and doing better.”
Episode Links and Resources
Stacey’s website: https://www.staceyannhall.com/
Stacey’s LinkedIn: https://www.linkedin.com/in/staceyhall1/
Stacey’s Facebook: https://www.facebook.com/staceyhall1/
Stacey’s Twitter: https://twitter.com/GoForYesSuccess
Stacey’s book: https://amzn.to/3jUO0mF
Digital activity ROI assessment: https://b2bdm.com/digital-activity-roi/
More episodes related to sales: https://b2bdm.com/double-b2b-sales-zero-salespeople