Monthly Archives: February 2018
As we’ve discussed in previous posts, overcoming the status quo is a central challenge for sales professionals. Part of this problem stems from diffused decision-making across an increasing number of stakeholders. Additionally, as competition rises, businesses need greater assurance of the ROI of a proposed solution. The barriers are significant. Overcoming them requires a strong start. Effective sellers do so by leveraging referrals.
Optimism runs high in American businesses. In fact, optimism among small businesses at the end of 2017 surged to their highest levels in more than 34 years. This sentiment is shared among mid-sized companies as well. A staggering 80 percent of those surveyed said they were optimistic, a 39 percent increase over 2016.
Excellence in Team Selling is critical to success for commercial selling organizations today. Customers bring more stakeholders to the table and expect to meet more than just the salesperson before making a commitment. To manage these moments effectively, salespeople need to ensure that all players are operating at peak performance – individually and as a unit- in those high-stakes meetings.
What happened to competitive advantage? There was a time when each business had one. Some had many. However, today, that seems to be disappearing. In 2009 The Harvard Business Review called competitive advantage “fleeting,” and less than six years later Wired called it “dead.” However, the disappearance of competitive advantages is motivating businesses to take a bold, innovative approach.
Information is more available today than ever before. However, if this is the case, why are sales professionals experiencing increasing difficulty when it comes to uncovering the buyer’s decision-making process.
Here’s the answer:
Increasingly complex business needs are outpacing the sales professional’s capacity for determining decision processes. These multifaceted problems involve a growing number of stakeholders. Moreover, these challenges change fast as competitive pressures rise. This “enterprise entropy” is characterized by a central challenge that becomes diffused across an organization as more people weigh in on how to move forward.