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Posted by Scott Santucci on July 16, 2009
In the movie “The Untouchables” Sean Connery’s character, Jim Malone, is targeted for a hit by Al Capone. The hitman breaks into his house and threatens Malone, pulling out a revolver, says, “Isn’t that just like a (derogatory term for an Italian) . . . brings a knife to a gun fight.”
My question to you?
“Are you sending your sales people on calls armed to have you-focused pitches rather than the customer-centered conversation required today?”
Before you answer, ask yourself these questions:
As part of our “outside-in” sales enablement research agenda, we are getting the point of view of your buyers about how they are engaged by sales organizations, and what they think is truly differentiating. Basically, the overwhelming majority of executive-level buyers tell us that how a vendor engages with them differentiates them a lot more than what their products and services are or do.
Buyers want to work with vendors who will work with them to solve problems and the suppliers that follow the product first mentality are destined for a life of constant negotiation with procurement organizations. So, when you look at all of the collateral, tools, engagement strategies, incentive plans, and training programs you create — at their core, are they more about your view and products; or are they about helping your sales people understand and solve the problems your customers are having?
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