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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.
AI Is Not A Black Box
There is a fundamental barrier preventing revolutionary results and that is the lack of compatibility between AI and the human ability to leverage that output.
Presentation As Art
Sales presentations really can be like art. Sure, it’s nerdy, somewhat boring, and definitely not culturally relevant art, but art, nonetheless. Buyers have to be emotionally engaged in the story, and then will find intellectual justification for their excitement and decisions.
How To Run Demos & Presentations
As sellers, we want to be talking about problems and desired outcomes, and skip over the conversation about solutions.