Dear ToddCohen.com Sales Community,
I hope you will enjoy this excerpt from my upcoming book on Sales Culture:
“Sales culture selling is different. Why is this true? We can start with our world today. Organizations, as well as the world, are complex. There are new needs for collaboration, integrating an independently minded workforce with unlimited access to information. Competition and decision-making have taken on new levels of importance. When we consider what it actually takes to get something done, we realize that we need to know what everyone else is doing. How might their activities conflict with what we are attempting to do? Even more importantly, how do they conflict with what we need them to do for us?
Selling is a tricky business, and an art, as well. It requires detailed knowledge of your customers and their needs. It requires an in-depth understanding of your suppliers and their suppliers who serve your company. Constructing a platform to integrate all of these insights is not a simple process, especially when you have to consider the complexity of today’s world. This platform can be thought of as a culture. A strong culture helps in all arenas, but especially in the sales arena. In strong cultures, people work well together. They understand each other, accommodate each other’s needs, and work towards common goals in complementary ways. They share values and beliefs about what is good, bad, right, wrong, productive and/or unproductive. They share ideas on customer needs and subsequent accommodations….”
Stay tuned for more details!
As always, let me know what you think!