In the past, we took the characteristics that made salespeople (or ourselves) successful over the last 20 years and looked for those traits in potential hires. What do we do when the world is more complex?
Marketers today don’t have the relatively simple tasks of informing, persuading, or reminding. Salespeople don’t have the relatively simple task of convincing someone to buy from them. For both of these functions, the challenges today aren’t about outgoing messages at all.
Marketers talk a lot about differentiation. The problem is that their processes can be a little self-centered rather than customer-focused.
Effective sales discovery is a conversation. Making it useful to both sides requires plenty of planning on the part of the salesperson. It means giving thought to how the conversation benefits the customer, not just the seller.
Each company is different, of course. But in every case, understanding the strategy of a customer company and the beliefs, goals and needs of the people in it, is at the heart of managing key customer accounts. That's where the process of discovery can have exceptional payoffs.
Large-scale family-owned farms face unique business challenges because of the way different generations approach decision making.
Comparing sales performance solely on the basis of production or revenue doesn't cut it.
The need for efficiency is driving consolidation in both livestock and crop operations. Understanding and serving these customers is critical for agribusiness.