GREAT!...AND HOW DO WE DO MAKE IT HAPPEN?

We spend a lot of time helping great sales teams work out what their clients and prospects most value in their sales approach.

We love it! Working with professional sales people is enormous fun because they are focused, discerning and above all inquisitive. And its this latter trait that means we take great care to discuss in detail how we go about delivering our service.

Sales professionals thrive by being genuinely curious and understanding the why, what & how of...well...almost everything. So its to be expected they will be curious about the steps we will take together to discover valuable buyer insights that would otherwise remain hidden.

We focus on building this understanding with our clients and because you have taken the time to read this post we thought you might be curious too...

So, here they are. The 8 steps to improving sales effectiveness through being inside the mind of the buyer...

1) What did set out to achieve (how would we help our client succeed, what was our sales objective) and how did we plan to do it (sales strategy, preparation, plans)?

2) What did we actually achieve and what did we actually do? (there is always a difference between 1 & 2 and often with good reason)

3) What do we think we did brilliantly and what could be improved? (its impossible to answer this fully without an external perspective)

4) What do client stakeholders think we did brilliantly and what could be improved? What effect did that have? (now were getting somewhere...)

5) Now we have some valuable insights, how do we best capitalise on what we do well and address what can be improved? (this is where we get deep into prioritisation of effort and making sustainable improvements)

6) How do we make these changes? Who is Responsible, Accountable, Consulted, Informed?

7) How do we measure our success?

8) How do we iterate this to drive further sales improvements?

And if you are still curious, please just contact us for a chat...