Creating Your Sales Foundation

The strength of a building’s foundation is derived from combining dissimilar materials (concrete and steel) effectively to create a structure that can support a building’s frame for generations.

The foundation of your team’s sales approach can also be built from dissimilar materials to form a stable platform on which you can build a repetitive sales process to deliver results for your company well into the future.?

While these materials cannot be found in your local building supply store, they can be found someplace even more convenient: Right under your nose.?

What are these miraculous materials? They are the lessons your team has learned at every stop along your customers’ journey. Together, they form a knowledge base that will comprise your foundation.?

You will find such knowledge in sales proposals, QBRs, and support tickets.?

It can also be found in meeting notes from your weekly SDR meetings or operations huddles.?

Such knowledge also exists in the minds of your presales engineers and your implementation teams, but nobody has engaged them to tease it out.?

The people involved at the beginning of your customer’s journey are learning lessons that will make it easier for your back-end teams to deliver satisfaction.?

Your back-end teams are learning lessons that your sales team can apply during their discovery process, enabling them to ask better questions and uncover new insights for their prospects (but nobody ever thought to point them out.)?

Are you ready to build your foundation??

Need some help? Let’s talk.?

This Week's Video: Are you a "What" Seller?