#1 Reason Strategic Initiatives Fail at the Deal Level

Guided Selling is not an event, it’s a process whereby every time your go to market strategy or value proposition shifts, or the same for your competitors or customer needs shift, we can quickly get these shifts into the hands of salespeople and have words coming out of their mouths that reflect our shift in strategy.

Brian's thoughts, Precision Guided Selling, sales enablementbrian dietmeyerAugust 13, 2020sales enablement, competing at the speed of change, competitive advantage

The End of Sales Methodology

We win deals when we: “Show customers how we meet their business needs at higher confidence and lower risk than alternatives.”

Winning has become more difficult: close rates are at an all-time low (49.6%), and actually lower than the odds at a craps table!

Why is this?

Brian's thoughts, sales enablementbrian dietmeyerJanuary 8, 2019competing at the speed of change