client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer’s problem-solving lifecycle to optimize the return of investment of the selling system.” - Forrester Research. Inc.
Skills: Proficient manual, verbal, or mental manipulation of things Abilities: Natural aptitude or acquired proficiency to perform an activity Behaviors: How activities are performed. Actions that result from beliefs and attitudes. Knowledge Skills Abilities Observation Observation Behaviors Elements of Competencies
Success Educate the Customer on the Opportunity Make Yourself Known Be Recognized as the Right Solution Ensure a Successful Implementation Customer Buying Cycle Salesforce Stages 0 1 2 3 Custom er View Business Priorities Opportunity Identification Stakeholder Variations St. of the Ind. and Fin. Cons. Custom er Qualification Building Consensus Prepare for Negotiations Technical W in Defining Closing Custom er Relationships Cross-sell and Upsell Advanced Proficient Familiar Not Demonstrated
Important to your Prospect Defensible 2. Important to your Prospect 1. Unique to you 3. Defensible • Bonnette, David. Conversations That Win The Complex Sale: Using POWER MESSAGING to Create More Opportunities, Differentiate Your Solutions, and Close More Deals Skills Growth