A dollar for every time this question has been asked of me would see me afford to travel with Richard Branson on Virgin Galactic!
Organisations with sound B2B Sales Capability will lead the way. They will have fewer dedicated Sales staff but the number of people in the business contributing to sales has increased.
In future business leads will come from many levels; production, distribution, even accounts. Through employees that don’t see themselves in ‘sales’. Prospective and existing clients are developing a greater appreciation for the broad expertise of staff and value their understanding of client needs. As the universe shrinks we need all our team to be in a position to assist anyone when they enquire about our product or service. We need all team members ‘sales savvy’.
With this in mind, the spread of information across a company must not stop at sales. We are seeing the organisations with continued and consistent growth have a workforce that has an intimate understanding of the Strategic and Opertaional priorities of the buisness.
So rather than trying to impress prospective clients with brochures or demonstrated technical capabilities, there is a focus on understanding the clients critical challenges and helping to solve problems. Providing 'deep value' and business insight are characteristics of a successful Sales approach.
So share the love and spread the word!
Make sure everyone in your organisation has the knowledge, understanding and permission to promote your business.