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The Mind of The Buyer
Think of your client as a cat. If the string is sitting still on the table, they won’t care at all, but as soon as the string starts to move, they will want to pounce on it. Human brains are interested in things that change and move, as well as things that need to be figured out. Both of those can be used to your advantage.
Your Sellers Are Needy And It’s Not A Good Look
Organizations and revenue leaders need to put sellers in a position where they do not need any of their prospects or clients. You, as a leader, need to put your sellers in a position where they have so many leads and such a big pipeline that they are overwhelmed and they naturally start to act as if they don’t care about any one deal more than the others. And, you need to do it now.
New Technology; New Org Structure
We need more flexible organizational structures that are focused more on function and less on horizontal alignment. We need more decentralized power and a focus on integration of people and tools in the organizational structure. And, we need to reinvent the middle operational layer of talent in a way that allows us to hire and train the right people to interface with tools so that we can empower all of our people and tools across the org to specialize in what they do best.
Post Sales Is Pre Sales
What does the fact that customers know everything, and can switch easily, mean for selling organizations?
Thinking About Buyers
Understanding what drives and motivates your buyer as a human being separate from their organization can help you identify and speak to the right set of incentives, but even if you don’t fully understand your buyer, simply thinking about things from your buyers perspective will help you resonate more with them.
Pricing Power
You have the ability to frame your solution against any background and any other solutions that you choose to, and if you miss an opportunity to do this correctly, you can put yourself in a tough situation when it comes to aligning your offering with the clients priorities.
Ask With A Purpose
The more the buyer talks about their problems, and their desired outcomes, the more likely they are to get frustrated, angry, hopeful, or excited, and all are good.
The AI Economy: Why Sam Altman Is Wrong
It is very likely that over time, as it becomes increasingly easier to execute on functions and outputs that differentiate businesses today, it will end up being the things that businesses cannot do today, that new technology will eventually allow them to do, that will be competed on most fiercely down the road.
Revenue Per Head Is The Only Metric That Matters
Once we understand that incremental sales get harder, we can begin to wrap our minds around the concept that as costs increase, the margins decrease and that will mean that the only way to fundamentally improve margins over the long run is to set up process and operational systems that allow for fewer people, and fewer highly paid people to drive more business and work with more accounts.
Sales Always Get Incrementally Harder
This means that sellers will spend their time working with the easiest clients to sell to. By definition, this means that every single incremental sale is harder than the one before it.