© Tweeter Linder 2016 – All rights reserved. Photo by iStock. The fifth step in commercial teaching is about providing customer with a new alternative. By articulating a cross-road and the nature of your alternative. Alternatives trigger choices and new choices trigger actions. Creative Cross-road Construction To build momentum for action down a new path…
© Tweeter Linder 2016 – All rights reserved. Photo by iStock Business decisions in a stable world is to a large extent fact based. As we move into a dynamic world emotions play a bigger role. The fourth step of commercial teaching is about creating emotional impact. A task about making your client’s see themselves…
© Tweeter Linder 2016 – All rights reserved. Photo by iStock The third step in the commercial teaching model laid out by CEB is about leveraging numbers to move client’s minds. Numbers have always been important in business cases but the number game is different. Clients don’t lack data but love to find more relevant…
© Tweeter Linder 2016 – All rights reserved. Photo by iStock. The second step of the commercial teaching framework addresses how to reframe an opportunity. It is hard to influence an opportunity in a well-defined frame. One of your biggest tasks is to provide a superior frame for the opportunity at hand. Fulfill ask or…
© Tweeter Linder 2016 – All rights reserved. Photo by author The first commercial teaching step is about establishing comfort and confidence. Instead of cold talk you need a warmer built around insights to frame your client meeting. Take the opportunity to make this a crisp element supporting the end goal of helping your client…
© Tweeter Linder 2016 – All rights reserved. Photo by iStock In the past we defined needs, solutions and pricing in sequential flows. A vital enabler was market stability over quarterly or yearly horizons. In fast paced markets we need to think and work in a more iterative way with all three areas in parallel.…
© Tweeter Linder – All rights reserved. Photo by iStock B2B sales has for a long time been about offering a product or solution with a better value than your competitors. This reality created inside-out driven propositions centered around the offering and its unique differentiators. Clients now struggle more with the understanding complex business contexts.…
© Tweeter Linder 2016 – All right reserved. Picture by iStock For most businesses expanding into new areas is an essential part of realizing growth. This goal is sometimes in conflict with the sales execution. The path of least resistance is to focus on selling a bit more of what we already sell rather than…
@Tweeter Linder 2016 – All rights reserved. Photo by iStock All businesses aspire to understand client needs, but the way to do it has changed. The need in the past was clear and easy to break down into product or solution requirements. Today the needs are more complex with focus on expected gains and elimination…
©Tweeter Linder 2016 – All rights reserved. Photo by iStock In fast moving markets your sales force live their professional life, and parts of their private, in the fast lane. This life style shape how and when they can learn. Build your knowledge sharing program in small, easy to consume modules. This organization is also…
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