Steps to Achieving Differentiated Customer Conversations
For B2B companies, the execution of your company’s growth strategies, including new product launches, go-to-market initiatives, or even merger and acquisition activity, comes down to one thing: great conversations between your field salespeople and your prospects and customers.
Face it. Everything you do to get the market to say “yes” to you and your initiatives relies on your salespeople with their lips moving.
And making sure your company delivers great customer conversations comes down to two critical activities in every company: Creating the Right Stories and Enabling the Right Skills.
Great stories without great skills means your conversations will fall flat or fade away in front of the prospect or customer. Great skills without a compelling story means your salespeople won’t have anything different or valuable to say once they get that all important meeting.