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Pairing Strategy

Aligning Talent Strategy to the Business Strategy - Part 1 in series of 5


Beware of the informed B2B buyers - especially those that demonstrate negative bias toward scripted same old sales pitches with same old probing pain-points and monotonous courtroom inquisitions; because it won't work in today's digital world.

Management's effectiveness gets a boost from God-given innate natural conversational influences - at no cost! Joseph Wong said it well “Influence is our inner ability to lift people up to our perspectives.”

Shapka J.D., Khan S. (2018) Self-perception explains "influencing people that enter your reality, you can shape life on your terms." Just being aware that it exists is a sales wedge strategy to reduce customer turnover and rep churn.


Pairing innate SDR and BDR (conversational influencers) is intended to best match distilled essences of real users (persona-look-alikes) with its existing customers, new customers, prospects, and new markets/sectors. Thus, more easily building an accord between the (buyer/seller) pair as a collaboration team. Collaboration in Buyer/Seller Relationships, a New Approach to Competitive Advantage is on the rise. Source: IOSR Journal of Business and Management (IOSR-JBM


Businesses already have their toe in the water, as well as buyers. Connected buyers

are empowered and eager to personally evaluate resolves to their dilemmas all on their own. In CSO’s earlier study 2015 found that 74% of companies gather intelligence to stimulate sales opportunities for their company by helping prospects navigate the recommendations of that intelligence. Consider conducting customer and prospect valuations of preferences too, communicating those views because those admissions will provide you a more profound and distinct behavioral picture in the buyer's eyes and wallet. Hard preference facts that help pair reps, customers, prospects and close more deals.


All human beings are more inclined to like people who are like themselves.

“Korn Ferry Institute recommends Aligning Talent Strategy to the Business Strategy.”


Companies must have a well thought out talent strategy, however. Aligning talent to business objectives is highlighted when an organization gets the right people with the right skills focused on the right initiatives to drive the organization’s overall strategies and those will ultimately accelerate business outcomes.


Talent alignment will boost a connection between the buyer and the supplier. Talent pairing practice is the next step developing salespeople with the type of talent skills knowledge, and motivation to implement the business strategy required. Adding a touch of pairing strategies implemented accurately represents a competitive advantage!


When a company aligns its talent strategy to its business strategy, it is more likely to achieve its objectives, perform better in the market, and retain engaged, high-performing individuals. The magnitude of the return on investment from aligning and integrating talent practices is substantial.


Seminal Study found that a "one standard deviation increases in investment in aligning and integrating HR practices is associated with a 7.5% decrease in employee turnover and, on a per employee basis, $27,044 more in sales, $18,641 more in market value, and $3,814 more in profit."


A company’s sales leadership talent is the source of much of its competitive advantage. Gaining talent buy in across the company of that strategy is critical to a win. Talent tactics must be an integrated design across all disciplines and company assets website, blogs, social, communication and advertising to make the business strategy successful. Aligning/Pairing Strategies will differentiate from ALL Other competitors.

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