Every year you (or your meeting planning team) search for a great speaker for your sales kickoff meeting that will really get your team motivated for the new year (especially when your goals have increased by 20%!). You’ve had the guy who climbed Mt Everest who talked about overcoming challenges. You’ve hired the disabled person who has run 27 marathons and talks about perseverance. You’ve even had the comedian visit to get the troops to laugh and hope they forget about the price increases they have to deliver to clients and the quota increases that likely mean they will earn 25% less than they did last year.
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You can actually have the third or fourth best solution in a competitive pursuit and win the client’s business because you’ve done a better job of connecting your solution to their challenges and goals. Trying to “wow” the client with great PowerPoint slides and demonstrations is no surrogate to accomplish this goal of differentiation!
My litmus test for this is a question I ask of many: “Of the last 10 opportunities you were invited to bid on, how many did you decide not to bid?” The disappointing answer most of the time: “Almost none.”
If not, they should! I have worked with (and for) a number of sales organizations in the past 30 years and I am struck by how few of them have taken the time and effort to define the optimum sales process steps that their most successful sales people employ and the activities within these steps that […]