Right Now, Your Customer Is Learning How to Kick Your Butt


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Getting sales leaders to understand the importance of a strategic approach to sales performance improvement is often an uphill battle.

So, when I get in front of a group of sales leaders, one of the things that I say to grab the participants’ attention is, “Somewhere in another building on the other side of town, there is a trainer in front of a room full of your customers’ purchasing and procurement managers, teaching them precisely how to kick your salespeople’s butts.”  I know the reaction.  It’s always the same.  The look of physical distress with a reluctant half-smile—like someone whom, just after they swallowing something really bad at a dinner party, is asked by the hostess, “I hope you’re enjoying the food.”

Then I ask the audience, “How many times can you see this same bullet in articles and presentations and brochures and on websites about selling, and NOT take a long-term, strategic approach to sales effectiveness?”  Here’s the bullet, along with “competition is desperate and relentless,” “price is a primary driver,” “decisions take longer,” etc.

  • Buyers are tougher than ever before.

Do you know what your sales people are up against?  Take a look at this page and you’ll see.  Now, the big question is what’s your plan to tool them for the tough challenge from buyers they face every day?   Here’s a terrific podcast I did with a guy who really understands these challenges:  Brian Dietmeyer, CEO of Think! Inc.

Photo source:  © George Wada – Fotolia.com

Republished with author's permission from original post.

Dave Stein
Dave specializes in helping his clients win critical B2B sales opportunities as well as helping them hire the best sales talent.Dave is co-author of Beyond the Sales Process. He wrote the best-selling How Winners Sell in 2004.


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