What do you do when things go wrong with a client, and it’s 100% your fault? Even worse, what do you do when the fault is 100% theirs?Multi-level relationships are an excellent way to manage a difficult situation with your client, particularly where you have delivered value in the past.
Your largest accounts are at risk as competitors seek to grow their business. If you are not connected at many points and understand your customers’ business, you will, at best, continue to be exposed.
The creation and continued growth of new opportunities is essential to sales funnel health. The two activities that have the strongest cause/effect relationship to qualified lead growth among World Class Sales Organisations are.
Introducing Value Drivers #2 How does a customer hear you? – Understanding Confirmation Bias Before I continue posting about the value divers of top performing sales people, it’s worth understanding Confirmation Bias, which comes from psychology research into cognitive bias.
Value over price. How and when does that happen? I’ve been lucky enough to have been part of or lead teams where we have won the business at a (sometimes much) higher price than our competition. When we asked our new client why they chose us, the most common response was something like “we felt … Continue reading Introducing Value Drivers
Introducing Value Drivers #3 Value over price. How and when does that happen? This my third post to introduce four Value Drivers from Neil Rackham’s research into the attributes of world class salespeople. To help us understand the forces at play in these insightful customer conversations, Neil Rackham introduced the concept of “pattern recognition… as … Continue reading Unanticipated Solutions
Introducing Value Drivers #4 Value over price. How and when does that happen? This my fourth post to introduce four Value Drivers from Neil Rackham’s research into the attributes of world class salespeople. Next week, my final Blog in this series will give you some ideas on how top performers delivered these value drivers. As … Continue reading Broker of Capabilities
Miller Heiman, Achieve Global, Huthwaite, Impact Learning Systems, Channel Enablers and CSO Insights have merged to form MHI Global — the world’s most powerful sales and service performance company. These acquisitions are part of a long term strategy for MHI Global to be a global one stop shop in sales, client engagement, customer excellence and talent management. … Continue reading Who is MHI Global
Empowering growth about building a range of elements that drive competitive advantage. These elements include talent, process, organisational enablement, management execution, access to research and a heap of drivers of growth. Have a look…..
For many successful organisations, growth has been the result of particular ignition points. An ignition pint is a moment that defined their future success, such as a key win, a successful investment, acquisition or retention of a key client, retention or acquisition of great talent etc.. It can be really valuable to consider the impact of ignition points, past … Continue reading Achieving World-Class Sales Performance