What is preventing you earning more?

Click yes on what is preventing you from earning more where customer intimacy may help?

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Exceeding Revenue Targets.

Yes
Yes
No
No

Time

Time

When meeting and exceeding revenue targets is it important to make the best use of your time in terms of who you engage with, how and for how long?

No, I would continue to have loyalty to my existing supplier.

Yes
Yes
No
No

Focus

Focus

When trying to exceed challenging revenue targets does it help to know where you need to focus with the best likelihood and optimise time investment to exceed those targets?

No, I would not share with a sales person, particularly if I thought they would use it against me.

Yes
Yes
No
No

Close

Close

When trying to exceed targets does it help if you can help facilitate your customers to be self-motivated to move forward with greater urgency?

No, I would judge everything on its merits and try to have a standard set of specifications.

Yes
Yes
No
No

Selling What Matters to My Management.

Yes
Yes
No
No

Value

Value

When your management has asked to sell something new would it be useful if you could quickly identify who and how it would be useful to potential customers?

No, I prefer sales people give me the full list of features.

Yes
Yes
No
No

Plan

Plan

When you are faced with selling a challenging item would it be useful to be able to develop a clear plan on how you will succeed?

No, I will listen to them on their merits regardless of how I feel about the person.

Yes
Yes
No
No

Skills

Skills

When you are trying to sell different offerings is it useful if you had a core set of skills that was applicable in any situation for any offering?

No, I would prefer they didn’t try to understand what success looks like for me.

Yes
Yes
No
No

Engaging More Senior Managers.

Yes
Yes
No
No

Useful

Useful

When wanting to help more senior managers would they be more likely to engage if you were useful for what matters to them?

No, I will develop the list of requirements and actions and then go out to market.

Yes
Yes
No
No

Success

Success

When you are trying to engage with more senior managers would you be more effective if you knew what success looked like for them and how they planned to achieve it?

No, I appreciate sales people trying to push a sale on to me, even if I will never buy.

Yes
Yes
No
No

Role

Role

When you are engaging with senior managers would they respond better if you focused on what they needed rather than their teams?

No, I expect sales people to only work with me when I have a budget approved and know what the solution is.

Yes
Yes
No
No

Building a Strong Network.

Yes
Yes
No
No

Success

Success

When wanting to build a strong network would it help if customers you engaged with were successful because of your engagement?

No, I expect sales people to have the expertise and convince me of the value of their product.

Yes
Yes
No
No

Trust

Trust

When you interacted with customers would they more likely maintain the connection if you proved you were someone they trusted and could rely on?

No, I appreciate when sales people tell me features of their product and I make up my own mind.

Yes
Yes
No
No

Genuine

Genuine

When customers want to maintain a connection with a sales person would it be important that they saw you as a genuine person.

No, I expect sales people to only work with me when I have a budget approved and know what the solution is.

Yes
Yes
No
No

Improved Predictability.

Yes
Yes
No
No

Accuracy

Accuracy

When you are forecasting your future performance would your management rate you highly if you could provide an accurate forecast?

No, it is not the responsibility of a sales person to understand that.

Yes
Yes
No
No

Qualification

Qualification

When you are providing your forecast numbers would it be helpful if you could qualify your opportunities more effectively?

No, I don’t think it impacts.

Yes
Yes
No
No

In Control

In Control

When you are managing a pipeline would it help if you could accurately determine where each opportunity is at and what needs to be done about it?

No, I don’t like feeling pressured even when i know I should make the decision.

Yes
Yes
No
No
How did you go?
Yes

Will Customer Intimacy help you earn more?

Clicked Yes? Do you do these already? Not Sure?

Check

X

No

Unlikely Customer Intimacy will help earn more?

If you clicked no on the capabilities, it just means customer intimacy may not help you earn more.

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