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In my last blog post, I discussed how to uncover the top three leader actions to ensure sales team success. We applied the Ninety Five 5 approach for uncovering clients' top business issues. Now, I'd like to continue with this approach to explore how we might determine criteria for success and what the potential payoff will be if we executed on our top ideas.By doing so we are essentially qualifying what we perceive as the top actions to ensure sales team success. If there is […]

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Tags:
Evidence and Impact   Evidence   Impact    
Categories:
Leadership/Coaching    
By: Bill Rust
Mon, May 23rd 2011

When we are conducting a Structured Opportunity Conversation around the issues that are most important to the client, it is worthwhile to consider where we are in process of qualifying the opportunity and how we are positioned within the account so that we use the appropriate language.As we find out "the what" (what is important to a particular individual and what they value) directly from "the who" (the key stakeholder), we begin to see how opinions differ within t […]

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Tags:
Constraints   Context   Impact   Evidence   Key Beliefs    
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