When you join an organization as a sales executive / lead / manager, they give you an overview about the organization, history, service offerings etc, then you are given a target number, a geography to focus on, then you start working on your elevator pitch and corporate presentation, you get into sales calls, start selling your company and their track record, that's it. This leads to zero "value add"... you are just not adding any value to the prospect in the call. Sales guys in my world are either a problem solver or one who can help their prospect get to their aspirations.
The way it should probably happen, is when you a join company, you spend your first one or two weeks with leaders in the company understanding what are the top 10 problems we have successfully solved for our existing customers, what are the best scenarios wherein we understood our prospects aspirations and helped them achieve it and how did we do it? What are the challenges faced? And then take some time to understand your differentiators and know if your USP will resonate with your prospects and why?
So inverse the process, first spend time with delivery/operation team -> understand what aspirations / afflictions you can solve for your prospects -> build authentic stories you can tell your prospects -> list out the benefits your existing customers got -> then build your presentation to match your stories -> then create the elevator pitch.
"Be a problem Solver"
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