Sales Performance Solutions

Core competencies for Enabling Decisions:

• Select relevant opportunities and suitable accounts rather than chasing after everything.
• Conduct the right kind of research to discover what would be compelling to the client.
• Develop a value hypothesis that is grounded in the client’s world rather than in your solutions only.
• Identify the right people to approach, assess their business environment, and craft messages that will attract them to dialogue with you.
• Generate business discussions vs. sales talk.
• Pre-condition clients so they’re willing and eager to explore an opportunity.
• Get and prepare for the right meeting with the right people at the right time, and help clients make concrete decisions on the next steps.
• Engage clients in an exploration process so they get invested and energized about possibilities for building a business case together.
• Anticipate, handle, and resolve predictable questions and objections with confidence, and be an unbiased business advisor.
• Learn a process that predictably creates and sustains success for you and your client.