Should I Update My Value Proposition or Just My Prospecting Approach?

We asked Omar Chawla, Global Sales Enablement Manager SDR, at TripActions, about testing value propositions and leading with empathy. Here’s a summary of what he said –

Albeit that the world has changed, our value propositions have not. But, what has shifted is how we approach prospects.

It’s crucial to ask “Are we being empathetic to the current situations folks are dealing with?” It’s hard to know how that person is feeling on the other end.

Now is the opportunity to build relationships in sales. Do more account/contact research, learn about their industry, and how the world events have affected them. Find out what their values are as a company.

Cold calling right now is tough, but if you can do your due diligence, these conversations will be a lot easier to have.

We’ve seen that when we lead with empathy and keep our value propositions the same, we are seeing there is a higher response rate rather than talking about COVID or other current events.

Focus on high quality messaging and stick to your guns.

Want more of Omar’s prospecting insights? Check out his full article.

Check out more Quick Answers here.