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By the end of the program, your organization will be structured to “Sell like the best of them”! Your Account Teams will be aligned to execute in accordance with your overall business strategy, Account and Territory driven metrics and behaviours will be in place to increase pipeline and close more deals, a sales focused reporting rhythm will drive collaboration in the business and your sales tools will be set up to the support performance transformation you are about to go throu
At a glance, you see some who is on your side (green on the map), who is not (red), and who is neutral (grey). You can also identify who are the decision makers, who are visionaries, who you have met with, and more. You can move individuals on the map with a simple drag and drop. When you do this, the “Reports To” setting in Salesforce is automatically updated because TAS Software is built ‘Inside Salesforce’, native on the Salesforce Platform.
Only 36% of salespeople can identify their customers’ problems and fewer can connect the problems to the business impact. Why is that? Sellers often find that marketing materials don’t align to the customer’s business problem. Research says that Sales Enablement delivers product knowledge but not an understanding of the customer’s business problems. Sellers sell what they know.
The state-of-the-art of leadership development today is not up to this challenge. Most approaches to developing leaders focus primarily on developing competency and capability. These approaches are insufficient in a world of escalating complexity. We need to develop capability, to be sure, but we need to do much more. We need to develop the complexity of mind of the leader because, if the complexities of the challenges we face are more complex than we are, we are outmatched. But, if we can…
The Economics of Selling Complex Solutions
Some of the key area that are unpacked include: – Identify the prospective customer’s business goals, initiatives and obstacles to success – Highlight and quantify the solutions benefits – Develop appropriate cost estimates – Assess the risks and estimate their level of exposure – Select the appropriate metrics – Build cash flow projections – Calculate the payback for the customer – Present the business case
The Entrepreneur Mindset
Entrepreneurialism is a very interesting discipline, there are elements of being at the right place at the right (with tenacity in abundance) but there are also a definite set of personality traits which are common among successful entrepreneurs. Some people are born with them and others acquire them on their journey. Fortunately, they are not the domain of a few select individuals but can be learned and repeated like a cake recipe until they become part of the entreprene