There is a huge disconnect in sales that costs companies and their sales reps millions of dollars a year. On one hand, we know that all high-performance leaders invest in their teams with training and coaching. On the other hand, sales leaders notoriously say, “We don’t have time for training.”
Imagine if the general manager of your favorite sports team called a press conference to announce the plan for the next season. “I’m proud to announce that we have attracted the best players to our team. They know what they are doing. They are top performers. So, we’ve decided that having coaches is a distraction to them. To keep them focused on what they are supposed to be doing, we’ve eliminated our coaching staff.”
If I heard that from my favorite team, I’d be livid. I know that the best athletes need training and coaching to become better. In fact, the best athletes are always attracted to the team that has the best coaching programs....
Without oil and grease the most beautiful sports-car with the most powerful engine will not make it out of the garage. Oil and grease reduce friction, allowing the cylinders to fire and the wheels to turn.
Business is the same way. Without the right oil and grease, your Revenue Growth Engine® comes to a grinding halt.
What are the oil and grease every business needs? Trust and loyalty.
Trust removes the friction for deciding to become a client. Loyalty removes the friction for continuing to be a client.
The #1 challenge of executives, sales professionals, and marketers in the next decade will be building trust and sustaining loyalty.
Let’s explore how trust and loyalty connect to business results.
To grow net-new business we must develop enough trust for buyers to approve the first order. However, trust is at an all-time low.
In 2021, Edelman’s Trust Barometer showed that the trust bubble had burst, putting...
The most important role of marketing and sales is to pay attention to the outcomes that prospective clients want. This is also the most neglected part of the marketing and sales role. Now, more than ever, marketing and salespeople must be listening and adapting.
Clay Christensen and Bob Moesta assert that customers don’t buy our products or services. Instead, they hire our products and services for a job to be done. In Revenue Growth Engine, I say that buyers don’t buy products, they buy the outcomes the products enable.
Great companies have an intimate understanding of the jobs that prospects are hiring products to do. The most effective marketing and sales focus on the outcomes, not the product. Outcomes are driven by business goals and the problems that keep clients from achieving them.
As the economy shifts, the problems our prospects encounter may shift. We may be selling the same product as we sold last year, but the reason prospects buy the...