![]() ![]() I’ve won massive deals as the lead salesperson selling to IBM at 70% higher prices than the competition. ![]() ![]() ![]() Here's a secret weapon for your sales arsenal: Make the investment in your LinkedIn War Room and here’s why it’s a must. Fact-based decision-making without supposition, ignorance or blind hope is essential. This is because a strategy is only as good as the intelligence and thinking that leads to it. We need the very best intelligence about individual players, organizational drivers, industry trends, financial profile, political power, competitor incumbency, SWOT analysis, data about the customer’s customers, the consultants who influence them, their weighted decision criteria, approval gates, business case… we need it all and more. We need to defeat the enemy by navigating complexity. Profiles of the bad guys, enemy analysis and everything available at the click of a mouse to make the big calls based on the best available intel and ‘on balance’ probabilities.Įnterprise solution selling needs the same paradigm because complex selling is more analogous to war than sport. It’s an impressive scene with multiple screens displaying data on command. We’ve all seen the situation room at the movies – Martin Sheen in West Wing as President Bartlet down in the White House basement or Bill Pullman as President Thomas Whitmore in Independence Day. ![]()
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