Thursday, October 24, 2024
You need to have both a high quality offering (products and services) and a high quality buyer (e.g., someone who looks at ROI and not cost, and has money to invest). High quality buyers are almost always people with P&L responsibility, and not staff people (although a CFO or CIO makes sense) and are virtually never in HR.
If you have high quality offerings and a high quality buyer you’ll tend to obtain higher sales amounts and frequency. If you have neither, you’ll have no sales at all.
If you have a high quality buyer but not quality offerings you will “strike out” and be dismissed. If you have high quality offerings but not a high quality buyer you’re going to have a lengthy and difficult sales process with far lower potential for success.
If you’re selling, or lead salespeople, this dynamic will make you or break you. It’s not just your offerings, it’s also the people to whom you’re making the offer.