In our Essence of Selling Solutions course, we have a slide - we call it the "holy grail" slide - that lays out 10 fundamental tenets that we believe - if they are followed - will lead to unlimited opportunities, all of which are successfully closed.
Interesting article today - that you can find here - supporting our tenets "Not about product" and the need for "Evidence" (ie customer reference sites to prove to prospects you can deliver, not just talk).
Do your salespeople know how to improve your customers' processes and costs - rather than sell product? And have they captured a case study from ALL existing customers to use as "proof" to new prospects that you can get the job done?
If you'd like more information on the fundamental tenets, just drop us a line.
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