© 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 – 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 rights reserved. Photo by iStock. In uncertain and/or fast moving markets you need to learn fast. Your customers face the same challenge and the most valuable role you can play is to help them learn fast. These turn on-the-job (OJT) upside down. Expect both a tight coupling between training and…
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