Internal Newsletter
April 2023
Welcome to the April 2023 edition of the Sales Enablement newsletter!
Please make sure you are utilizing the training modules within all the applications. They all have extensive tutorials and “academies” to improve your skill set.
Below are all the links to these training and support sections, use them, learn, and invest in yourself!
This month we delve deeper to get to know Elizabeth Zegwat from the ENT LGS team. Elizabeth is based in our Ohio office, the pictures are of her and her best friend of 31 years Vallerie Velez! Thank you for sharing Elizabeth!
Favorite teacher at school and why?
For high school, it’s a tie, so I have to list two. Mr. VanArnhem was my dedicated art teacher for all 4 years of HS, and not only did he teach me a lot about art he totally got me out of all my math classes and study halls as his “teacher’s aide” so I could help manage his classes. I’d help teach under classmates and my fellow peers, clean up projects, take care of the art supplies, etc. but it really would allow me time to do my own artwork too because everyone knew how much I hated math and how much I loved art. And Ms. Harmon, my zany English teacher whom I truly adored, supported me as a writer and a poet, in an above-and-beyond-manner, she encouraged me to compete in a college writing competition and once compared me to an iris as they’re apparently very resilient flowers. They both wrote me letters of recommendation for college.
Best advice you ever got?
My father was always spouting platitudes all of which are NSFW but these two quotes from others have always served me well:
What’s the most useless talent you have?
Touching my nose with my tongue.
Favorite place you have visited and why?
Chicago, mainly for the architecture, museums, and vibe. But the first time I ever visited Chicago a bunch of lilacs were in bloom, I enjoyed how they were so thoughtful in arranging their shared public spaces to include such a pleasant natural
scent, and I’d forgo a deep dish pizza for a Chicago-style hotdog any day of the week. I just love cities in general. Used to want to be a City Planner.
What music/artist are you currently listening to?
Sofi Tucker
Do you have any bad habits?
I am a skin picker.
Favorite band/musician?
!!! (real band name, it’s three exclamation points)
Fatboy Slim
Who is your hero and why?
Helen Keller defeated all odds stacked against her.
What could you not live without?
my iPhone
What is your favorite thing about working at Azuga?
The collaboration!
The Sales Enablement Team is currently reviewing and planning to create and implement a new Sales Training program by the end of Q4. We hope to have the scope of work ready to execute by the end of May and then the real building work with a defined methodology can begin.
This will involve creating all content, training materials, facilitation framework, attendee coursework, role-play scenarios, instructional videos, etc. that we will need.
There are several sales methodologies that could be effective for fleet telematics software providers, depending on their specific goals and target audience. Here are a few options to consider:
Solution Selling: This approach involves focusing on the customer's needs and pain points, and presenting your telematics software as a solution to those challenges. This methodology is particularly effective for complex products like telematics software, as it helps the customer see the value of the solution in terms of solving their specific problems.
Challenger Sale: The Challenger Sale methodology involves challenging the customer's current way of thinking about their business challenges and presenting a new perspective. This approach can be effective for fleet telematics software providers who want to differentiate themselves from competitors and position themselves as thought leaders in the industry.
Consultative Selling: This methodology involves taking a more consultative approach to sales, where the salesperson acts as a trusted advisor to the customer. This approach can be effective for fleet telematics software providers who want to build long-term relationships with their customers and provide ongoing support and guidance.
Ultimately, the best sales methodology for fleet telematics software providers will depend on their specific goals and target audience. It may be helpful to test out different approaches and see what works best for our business.
We have been investigating Gap Selling and we like what it focuses on…..
Gap Selling methodology can be effective for software selling, including for fleet telematics software providers, if implemented correctly. Gap Selling is a sales methodology that focuses on identifying and highlighting the gaps or challenges that a potential customer faces in their current situation and then positioning the software product as a solution to bridge that gap.
In software sales, Gap Selling can be effective in the following ways:
Identifying Customer Pain Points: By using the Gap Selling methodology, software sales reps can identify the pain points of potential customers and understand the specific problems they have been trying to solve. This helps in positioning the software as a solution to the customer's needs and demonstrating the value of the product.
Differentiating from Competitors: Gap Selling can help software providers differentiate themselves from competitors by highlighting the specific problems that their software solves that other products do not. By demonstrating how their software product fills a gap in the market, software providers can stand out and capture the attention of potential customers.
Focusing on Value: By focusing on the gaps in the customer's current situation, software providers can position their product as a solution that delivers value and returns on investment. This approach helps customers see the value of the software and understand why it is worth investing in.
Overall, while Gap Selling methodology can be effective for software selling, it is important to note that every customer's situation is unique, and what works for one customer may not work for another. Therefore, it is important to tailor the approach to each individual customer and focus on providing value and solving their specific pain points.
We would love to get feedback from frontline Sales teams, let us know your thoughts and suggestions. E-mail sales leaders or the Enablement team, we want your input!
This is an interactive monthly Newsletter, we would like you to be involved and share what you’d like to see.
Rebekah Edward or Sean Bailey with any content ideas and requests.
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