Who doesn’t want to lead an elite sales organization? Leading an elite sales organization starts with building the content, processes and tools that drive the quadrants of sales effectiveness – message, sale, plan and talent. Beyond those areas are key tenets that top sales leaders follow. Their adherence to these fundamentals result in higher performance, increased productivity, revenue and market share.
Understanding the value you provide your customers is a critical component to a company meeting its revenue numbers quarter after quarter. In B2B organizations, it’s not just the sales and marketing departments who need to understand this value. It’s every person along the customer engagement spectrum. Remember, once you create value in your sales process, you need to capture the value in delivery. Communicating your value and differentiation effectively, requires a shift in mindset, an understanding that you aren’t providing product features, widgets and SKUs. You’re providing value that helps your customers achieve critical positive business outcomes that have bottom-line impact.