How to sell more EX
Well, it’s pretty simple!
It’s all about two things:
Having a simple, yet strategic conversation with your buyer personas and talk about the things that matter to them
Selling strategically by knowing your strengths against the competition and how to use partners
Strategic conversations: Know your buyer
Project Lead: HR Manager
Job: Manage day to day project / programme
Know your buyer personas. There are generally four types of persona involved in an EX sale. Think about the right things to ask that help each persona do their jobs well.
Sponsor: Leadership / CX
Job: Provide energy and support
Decision Maker: CHRO / Procurement
Job: Buy effectively
Technical: IT Department
Job: Ensure connections and compliance
Strategic conversations: Ask the right questions
Use the Feedback Works VALUE Methodology to add structure to your discovery conversations. You could ask:
Vision: What is your vision for your EX programme?
Architecture: What would you measure, or what moments that matter would you capture, if you could?
Listen: How do you currently listen to employees? What is going well and what could you upgrade?
Understanding: How do ensure different users (e.g. managers) have the insights to have a great conversation with their teams?
Evolution: How are you using your EX survey or programme to make real change in your organisation?
Strategic selling: Know your competition and your strengths against them. For example:
Strength Two
The power of Qualtrics to deliver tailored dashboards and insights to user personas
Strength One
The flexibility of the Qualtrics platform to evolve a programme of EX listening
Strength Three
Real-time AI driven insights at all levels that intelligently drive action at manager level
Strength Four
The strength of the QPN partner network to add expertise where and when needed
Strategic selling: Leverage the QPN partner network to win
Commit to a partner. Choose the best partner for the opportunity. Think about if you need quick, cheaper implementation or more of an advisory approach to solve a customer problem, for instance.
Use them for early discovery. Plug your partner in early to help you understand the customer deeply and develop the best EX approach and strategies for the customer.
Advocate for your partner. Be proud of the power your partner will bring and advocate the benefits that deep expertise will bring your customer.
Contact Rae Neill, our Head of APAC. We’d love to help you on your next opportunity!