The idea behind “better-faster-cheaper” is widely known, but for those of you that are not familiar with the concept, the premise is that you can choose any two of the above, but you can’t have all three at the same time.
Is it possible to define Value? How can we measure it? Is there a way to calculate what our products/services worth to our customers? Nowadays, the ability to pinpoint the value of our offerings to our clients has never been more vital. Moreover, we constantly hear from organisations about the importance of value propositions, but according to Frow & Payne, less than 10% of enterprises have developed and communicated in a successful way an actual value proposition.
In the modern Sales environment, competition has grown in numbers and is more aggressive, the differentiated products and services of yesterday are the commodities of today and price issues are a constant problem. Moreover, according to recent studies, 83% of B2B buyers say that it is very important to interact with a salesperson who has intimate knowledge of their company’s products/services and 79% of them claim that the interaction with a sales rep who is a trusted advisor that adds value to their business is highly desirable.
Αs sales managers or sales leaders do we let our salespeople to take up more responsibilities/decisions when they are able to, or do we keep telling ourselves that it is not the right time, as they are not ready yet?
Read more: Today’s Salespeople are Tomorrow’s Sales Leaders So Treat them Respectively
To be successful in Sales does someone just has to learn the fundamental components of this profession, or does he/she need to have “built-in” certain characteristics? In other words: Are good salespeople made or born?