…Because Customers Want To Buy From People With Original And Authentic Ideas.
Are the current working capital investments in sales organizations producing the desired results?
Not for a lot of companies. From what I hear, most of the big investments in selling organizations are still focussed on supporting ‘back office production line’ sales processes, CRM systems and forecasting disciplines. The traditional belief has been that to drive sales growth there needs to be consistent sales processes and disciplines across the sales teams as well as back end integration with the rest of the company. And as a result of all this internal alignment & collaboration, somehow best-selling practices will surface and everyone benefits.
Well, if this is true then after all these investments, how is it that the sales results are still not growing at the rate expected?
Now if you have this question, do not think you are on your own, because you’re not. But know that the root cause issues for many companies have less to do with salesforce productivity and more to do with the fact the buyer is now more knowledgeable and sales teams is not equipped to respond. There a lot of research which has confirmed a clear trend across many industries, that more than 50% of the time business buyers will extensively research the answer on what to buy and their options well in advance of contacting a sales person, with the intent to leave the pricing as the only remaining point to discuss directly. And further research which shows approximately 40% of the sales people who consistently exceed their targets are those who focus on exposing and teaching new ideas to their customers, proactively.
Today I believe the watermark credentials of the great sales leaders are based on the measure of original and authentic ideas they provide to their customers and the value captured from those interactions. And with so much of the global business growth accruing to companies operating in Asia, selling to Asian customers, the breakthrough selling methods to generate these original and authentic ideas will be influenced by a new fusion of Asian and Western values and management techniques.
This isn’t a new concept, but my point is the importance of making this a core competency for all your sales executives is now mandatory if you want to drive sales growth.
Our Vision, Mission & Values:
Vision:
We exist to help sales leaders and organizations to develop the skills and capabilities to provide original and authentic ideas for their customers and capture the value from those interactions.
Mission:
We expose sales leaders to Asian and Western thinking and management techniques to strengthen their insights, perspectives and the wisdom necessary to maintain a continuous flow of ideas for their customers. And we help to align this capability across our client’s organization so that everyone can contribute to growing the brand’s value and customer loyalty.
Values:
Our passion is to help our clients to make a difference through authentic, evidence-based advice and programs.
At all times we will show respect, trust and integrity towards our clients and their associates to the standard expected of a valued business partner.
We want to contribute to growing the trust and understanding of people across all societies by encouraging those we work with to learn from the values and experiences of people in other countries.
OUR POINT OF VIEW ON SELLING
