The way to move everyone up the sales performance chain is to teach sellers how to develop habits for identifying and leveraging three critical habits every day with every account.
These habits, derived from our research-based strategies, transform salespeople from order takers to demand creators. They turn your team into trusted customer advisors, creating more value for your clients and your organization.
Start with customer politics by identifying informal influence, and gain access beyond the tangible authority in organization charts to know whom to call.
Provide customers with unexpected value that goes beyond stated buying criteria to significantly advance a customer’s business.
Formulate a strategy that leverages influence, unexpected customer value, and sales cycle timing, along with competitive differentiation and vulnerability to decisively win business.