Thinking Big
On a recent new prospect call, I had the opportunity to speak with the senior team from a several billion dollar organization and it sparked a number of key learnings around sales and selling. The most important of these: Many times in our customer and prospect calls, we are taught to hone in on the challenge in front of us and work tactically to help the prospect solve it. Finding the pain, as we call it. Finding the problem. And while this is certainly important, this senior leader told me that their organization is asking sellers to think beyond the challenge and the tactical response. They are being asked to look for and discuss paradigm shifts in the industry, and to work collaboratively to help their prospects identify game changing moves which could effect change and deliver a critical advantage. In my mind, it is thinking big when we approach a call or meeting. Well then, I began to think, how do we successfully execute on this approach? How do we engage at a strategic level a