Results Driven

Let’s talk today about how to reach customers!

One thing that happens when we suffer from myopia is that we see well up close but not far away.

Often in sales, the same thing happens.

We are so focused on the day-to-day that we don’t think in the medium and long term.

Now, what is the main problem with this situation?

One of the situations we find daily with the companies we work with is that they drift a little bit according to the current flow that takes them.

Rather than control the situation, companies drift according to the business or, let’s say, the fish their vendors catch.

The problem with this approach is that in terms of commercial management, we can rarely have control over the forecasts we have … [ Read the rest » ] “Are your sales suffering from myopia?”

One of the biggest problems I notice in the sales teams we train is the title of today’s article.

It is notorious for the misunderstanding of the customer’s reality.

This misunderstanding involves many aspects.

It starts with the positioning of our product or service, then goes through the sales process, where the understanding of the customer’s business and their needs is not always the most correct, and usually ends in the closing process, where the sales person often does not understand the conditioning factors of the closing process or the most pressing issues for the customer that must be resolved before going ahead.

Ufff…

So much misunderstanding?

Is it a misunderstanding, or is it, in most cases, a lack of investment by the salesperson in the sales process?

In our … [ Read the rest » ] “Do your commercials understand your customers?”