It's time...

I believe it's time to start thinking about sales differently. Instead of using sellers to push product, how about using them to support buyers in recognizing all of the internal decisions they need to make - all of the internal decisions - before they can decide how to manage their solutions. And i'm not talking just about the obvious decisions that the seller believes need to get made.

We've spent decades trying to push product and product information, but buyers don't buy that way. They have too much internal rigamorole going on to just simply solve an identified problem. Instead of focusing on the problem, let's give the buyer the ability to focus on the system that created the problem and that will need to be managed before a solution can be implemented.

In that way, the focus will be placed squarely onto the customer, and the end result will be that the buyer can design a relevant solution that includes all systems variables --- and the seller can then just needs to deliver.

Posted by Sharon Drew Morgen