With the relentless pressure to consistently hit their numbers, many teams lose sight of the importance of the customer. Join Steve Andersen, President and Founder of Performance Methods Inc. and co-author of Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World, as he busts the myth that last year's revenue numbers determine this year's performance. A better leading indicator is how consistently you put customers first, even as their needs change. Do you have the right customer sponsors? Are you working horizontally across their organization? And are you intentionally growing accounts? Those type of questions measure the quality of your customer relationships.
“Many sales managers are interested in one and only one thing — are you going to hit your number. But they should be asking how much value you deliver to your customers.”
Related Resources:
Miss our previous podcast? Check it out here:
Attention Salespeople: How You Introduce Yourself Matters
By John Barrows,
Owner, j.barrows LLC
Owner, j.barrows LLC
How to Craft the Perfect Sales Pitch
By Annie Simms,
Account Executive, Salesforce
Account Executive, Salesforce
What Your Personal Brand Can Teach You About Selling
By Tony Rodoni,
EVP Commercial Sales, Salesforce
EVP Commercial Sales, Salesforce
The Simple Client Meeting Rules Every Salesperson Should Follow
By Laura Stack,
President and CEO, Productivity Keynote Speaker and Author, The Productivity Pro, Inc.
President and CEO, Productivity Keynote Speaker and Author, The Productivity Pro, Inc.
Learn from the best. Sell like the best.
Content published on Quotable is exclusive and cannot be reproduced or republished without the express permission of the Quotable editorial team.
Privacy Statement
Privacy Statement