The "Sell Today, Educate Tomorrow" rule emphasizes the distinct roles that sales, marketing, and customer success play in the buyer's journey. In sales, the main goal is to close the deal by addressing the buyer’s immediate needs and concerns. Unlike marketing, which freely shares educational content and industry insights, or customer success, which focuses on guiding customers through product usage, sales presentations should be concise and focused. Only share information that directly relates to the buyer’s problem, decision criteria, and how your solution stands out. Meaningful conversations and asking thoughtful questions are crucial to this approach. While education is important, during the sales process, the priority is facilitating a decision that meets the buyer’s expectations.
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