THE IMPRTANCE OF OUTCOME BASED SELLING
IS YOUR PAST HOLDING YOU BACK? 3 ORGANIZATIONAL BELIEFS THAT COULD BE PROHIBITING SUCCESS TODAY.
I had a client, let’s call him Jon. Over the course of a couple of decades, Jon had built a very successful business and was accustomed to certain things, such as: what a sales person would have to do to be successful; the cost of sales; the level of service required; and moreover the expected margin on the products and services sold. The problem was, he was unwilling to see or even discuss the idea that the world around him had changed and therefore a new approach was needed.
ARE YOU A THOUGHT LEADER OR JUST A PERSON WITH AN OPINION?
The idea of outcome based selling & marketing has been making headlines for years, so why is it that so few people are doing it? And more importantly, why aren’t the efforts aligned between sales and marketing teams? At Enablement Group – it is our goal to help fix that, but first a quick visual reminder of what outcome based selling and positioning and it’s potential results looks like:
I used to work with an organization that when the senior management team asserted something or made a decision, it was to be treated as gospel. In some organizations, a top down mandate can be an effective way to get people to start to move -- but not always! It made me crazy when the directives felt like they were based on the uninformed opinion of someone with a title, without providing any data to support the decision. It reminded me of the adage: