Based on each response, how clear would the answers be, how consistent would they be, and how compelling would they be?

Imagine asking each of your salespeople to answer the following:  Why should a customer solve the problem your solution addresses?  Why should they prioritize that problem over all others?  And why should they solve it with your solution?

Virtually every sales effectiveness study released in the last 12 months confirms that sellers continue to struggle with these fundamental sales conversations. 

Bottom line:  Today's messaging frameworks MUST drive 2-way communication between the seller and buyer.  "Pitches" (with mandated scripts and "certification" requirements) institutionalize a "show up and throw up" sales culture. And that culture directly undermines all other efforts to improve sales execution.

Socratic Strategies works with companies to fundamentally change the customer conversation through new positioning and messaging. 

This phenomenon continues despite 1) record levels of spending on sales technology, sales methodology, and sales enablement, and 2) unprecedented levels of sales micromanagement fueled by that same technology, methodology, and enablement.

Tactically, we create a portfolio of sales “assets” that not only enable the seller to articulate value, urgency, and differentiation, but also enable the seller to understand, challenge, and transform the customer’s current mindset.

As a critical design objective of each sales asset, we embed targeted questions into the natural flow of the conversation or presentation. 

This not only institutionalizes better discovery across the sales team, but more importantly, uncovers critical data points that can be utilized by the seller to target the message as the conversation unfolds.