I will not take your call if you don’t make the short list of vendors unless you give me a clear, compelling reason to do so. If you find yourself unaware that a buying journey has been initiated by a potential prospect and you are not on the short list, who do you blame and what do you do?
If you are not utilizing your time in sales meetings and “one on ones” to further opportunities appropriately, you are losing deals.
Commitment is a common word meaning: 1. the state or quality of being dedicated to a cause, activity, etc. or 2. an engagement or obligation that restricts freedom of action.
We all want to come out on top. Will that happen each and every time? No. Organizational culture is an important aspect of success. Most people will say “of course, everyone knows that”. Truth is few put the concept into action expecting that everyone “knows that” when in actuality they don’t.
I have had many conversations regarding performance in business. Most all my conversations are predicated with a thought or a need for improvement in one department or another. Rarely have the conversations began with a more wholistic view of business performance.
Sales enablement is “a strategic, cross-functional discipline designed to increase sales results and productivity by providing integrated content, training and coaching services for salespeople and front-line sales managers along the entire customer’s buying journey, powered by technology.
Many of us have read business books and came out thinking “well, that makes sense” or “that’s just not how it works”. We then file the information away in a folder of our brain that may or may not be referred to in the future; may be tried and implemented or just left alone.
Such a great question! Limitless amount of answers!
If you had the chance to read my previous blog posts (if not check them out here: www.tread4.com ), I eluded to several clichés and catch phrases that I would visit in this post. I recently read “The Microscript Rules” by Bill Schley. Great quick read that was insightful and entertaining. Some of the following thoughts were derived after I read the book.
In my last post I wrote about the “New Normal” (not a big fan of that catch phrase and hope it makes the list of bad clichés sooner than later). I admit it has thought provoking tone but gaining traction in this quagmire should not be minimalized to “normal”.
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