What is not helping to Grow Revenue Faster?

Click yes on what is preventing your business from achieving the revenue growth.

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Customers are loyal to our competition.

If you were a customer that has been loyal to a supplier would you be more likely to switch if

Trust

a sales person has demonstrated during your interactions you could trust them?

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

Underperformance

you felt you could be truthful about the existing supplier’s underperformance with a sales person?

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

Specifications

you decided a new feature or capability would better help you achieve what matters to you?

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

Change the Game

you could solve a bigger problem or achieve what you wanted faster and more efficiently?

No, it is better if they just answer the questions I need answered.

We aren't able to influence our customers.

If you were a customer would it help you make the right decision if…

Experts

a sales person understood what you were unsure of and provided targeted and useful expertise?

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

Rapport

a sales person through effective listening made you feel comfortable and confident?

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

Success

a sales person has a genuine commitment to your success and what matters most to you?

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

We are finding out too late about opportunities.

If you were a customer would you involve a sales person earlier if

Strategies

a sales person could constructively assist you to build an effective strategy for your success?

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

Prioritising Time

you knew that sales person would honestly and quickly identify if they were unable to help?

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

Collaboration

you trusted a sales person to be open and collaborative towards developing the best outcome for you?

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

We are always told we are too expensive.

If you were a customer would you consider a more expensive option if

Value

a sales person could help you decide in your context it will deliver what matters to you most effectively?

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

Outcome

you believed the option would deliver your outcome better and you could afford it?

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

Business Case

a sales person actively worked with you using your numbers to justify the return on the investment?

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

We are not closing enough sales.

As a customer would you make a decision faster if…

Proof

a sales person could validate their capabilities in a manner acceptable to you?

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

Funds

a sales person can help you determine the most useful spend of limited funds?

No, I don’t think it impacts.

Decision

a sales person could help you identify what is missing for you to make the decision?

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

Other Influences

a sales person could effectively engage your colleagues you have to consider whilst enhancing your reputation?

No, it is is important that the sales person only engages with me.

We are not generating enough leads.

As a customer, would you more likely start to investigate an option if…

Target

a sales person has correctly identified their capabilities would be useful for you?

No, I would rather they tell me what and get on with it.

Awareness

a sales person was able to make you aware of how you could achieve what matters to you?

No, I would rather they just tell me about the features and benefits and I make up my own mind.

Time

a sales person was able to prioritise your time and quickly determine whether they will be useful for you?

No, I understand sales people earn a living telling me what they have.

It takes a long time for our customers to understand what we do.

As a customer will you buy something you don’t understand? Would it help you understand faster if…

Tailored

a sales person was able to quickly articulate parts of the solution in context to your situation?

No, If I don’t understand it, means it will be too disruptive and complicated

Effort

you are motivated to understand because a sales person has demonstrated how part of the solution helps you with what matters most?

No, should be able to explain the solution so I don’t have to put the effort in.

Tangible

you can experience a capability that specifically would help you in your situation?

No, if they can’t explain the solution they haven’t done their homework.

We are spending a long time with people we are not sure are going to buy.

As a customer would a sales person know when you are going to buy if…

Process

they understood your internal process and decision making methodology?

No, they can’t do anything about that.

No Budget

you were willing to share who owned the budget and trusted the sales person to engage with the owner?

No, I would lobby internally for the budget myself.

Authority

you were willing to identify all the stakeholders and trust the sales person would respectfully and effectively engage with them?

No, I would seek out the authority of the other people.

Our customers have other priorities.

As a customer when you have your priorities does it help if…

Support

a sales person can focus on how they can help support you achieve your priorities?

No, it wouldn’t make a difference.

Space

a sales person understands your priorities and gives you time and space to focus on your priorities?

No, I would expect this to be part of my role.

Improve

a sales person can help solve for a more important priority that didn’t think possible at the time?

No, I finish what I start.

We aren't able to talk to the right people.

As a customer would you engage with a new sales person if…

Listen

a salesperson effectively listened to you and demonstrated they were committed to your success?

No, it wouldn’t make a difference.

Useful

a conversation with a sales person was personally useful for you?

No, conversations can’t be useful.

Learn

a sales person was genuinely interested in learning?

No, often it is frustrating to have to explain to sales people.

We only sell what we know to who we know.

As a customer would it help engage with a sales person if…

Role

they were highly effective at facilitating a better situation for you?

No, I want them to be the experts that I know will do the work for me

Curiosity

a sales person demonstrated genuine curiosity?

No, it feels intrusive.

Trust

a sales person could demonstrate you could rely and trust them?

No, it wouldn’t make a difference.

Will Customer Intimacy help successfully grow revenue faster?

Clicked Yes? Do your sales people do these today? Not Sure?

X

Unlikely Customer Intimacy will help your business?

Clicked No? It doesn’t mean growing revenue is not a priority, more that customer intimacy will unlikely be useful for you.

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