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