What is stopping you from building new revenue streams?

Click yes on what factors could be contributing to not generating new revenue streams.

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We are not talking the right people.

Yes
Yes
No
No

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

Listen

Listen

a sales person was focused on listening to you and understand what matters most to you?

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

Yes
Yes
No
No

Useful

Useful

a conversation with the sales person was useful for you?

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

Yes
Yes
No
No

Learn

Learn

a sales person showed a genuine interesting in learning about your situation?

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

Yes
Yes
No
No

Our Customers don't understand what we do.

Yes
Yes
No
No

As a customer would you understand what a new offering does if…

Tailored

Tailored

a sales person can tailor the new offering to how it would help your situation?

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

Yes
Yes
No
No

Effort

Effort

you are motivated to understand because the sales person has been able to demonstrate how it may be applicable to what matters most to you?

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

Yes
Yes
No
No

Tangible

Tangible

a sales person can tangibly demonstrate the offering in your context?

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

Yes
Yes
No
No

Our customers can't see the value.

Yes
Yes
No
No

As a customer would it help value an offering if…

Value

Value

a sales person helped you decide it was valuable?

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

Yes
Yes
No
No

Outcome

Outcome

a sales person was able to help you identify how the offering will deliver a better outcome?

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

Yes
Yes
No
No

Business Case

Business Case

a sales person is able to work with you to determine the return on investment using your numbers?

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

We aren't able to convince our customers to try something new.

Yes
Yes
No
No

As a customer would it help you try something new and risk if…

Experts

Experts

a sales person could provide you expertise what you were unsure of?

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

Yes
Yes
No
No

Trust

Trust

a sales person could demonstrate throughout the process you can trust and rely on them?

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

Yes
Yes
No
No

Success

Success

a sales person demonstrated they were genuinely committed to your success?

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

We are not generating enough leads.

Yes
Yes
No
No

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

Target

Target

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

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

Yes
Yes
No
No

Awareness

Awareness

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

No, I don’t think it impacts.

Yes
Yes
No
No

Time

Time

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

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

Yes
Yes
No
No

We are finding out too late about opportunities.

Yes
Yes
No
No

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

Share Strategies

Share Strategies

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

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

Yes
Yes
No
No

Prioritising Time

Prioritising Time

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

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

Yes
Yes
No
No

Collaboration

Collaboration

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

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

Yes
Yes
No
No

We are not closing enough sales.

Yes
Yes
No
No

As a customer would you make a decision faster if…

Predictable

Predictable

you are confident a sales person understands your limitations and concerns?

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

Yes
Yes
No
No

Time

Time

a sales person is aware and respects where you are at in your decision making?

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

Yes
Yes
No
No

Decision

Decision

a sales person helps you identify what is missing to make the decision?

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

Yes
Yes
No
No

Other Influences

Other Influences

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

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

Yes
Yes
No
No

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

Yes
Yes
No
No

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

Process

Process

they understood your internal process and decision making methodology?

No, they can’t do anything about that.

Yes
Yes
No
No

No Budget

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.

Yes
Yes
No
No

Authority

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.

Yes
Yes
No
No

Our customers have other priorities.

Yes
Yes
No
No

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

Support

Support

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

No, it wouldn’t make a difference.

Yes
Yes
No
No

Space

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.

Yes
Yes
No
No

Improve

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.

Yes
Yes
No
No

We only sell what we know to who we know.

Yes
Yes
No
No

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

Role

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

Yes
Yes
No
No

Curiosity

Curiosity

a sales person demonstrated genuine curiosity?

No, it feels intrusive.

Yes
Yes
No
No

Trust

Trust

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

No, it wouldn’t make a difference.

Yes
Yes
No
No
How did you go?
Yes

Will Customer Intimacy help your business successfully grow new revenue streams?

Clicked Yes? Do your sales people do this today? Not sure?

Quick Check?

X

No

Unlikely Customer Intimacy will help your business?

If you clicked no on the capabilities, unfortunately customer intimacy will not help your sales teams generate new revenue streams.

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