Tekweni

Some more data points from Gartner's priorities for 2025. 'Revenue Culture' is interesting for CRO's and Sales Leaders. I often ask revenue leaders how they want their clients to feel when being engaged (sold to) by their team. Whatever the answer, the follow-up question is: how are you enabling that across the floor and setting the right culture to facilitate it? What happens internally - happens externally.

A lot of what we do is helping sales and revenue teams to ‘play the game well’. Sometimes though, our role is to challenge and lift leaders' heads up and ensure they are playing a ‘winnable game’. Just finished reading "Playing to Win: How Strategy Really Works" by Lafley and Martin. Lots in the book for revenue leaders too; five great simple questions, that are harder than most think, to answer well: ✔ What is our winning aspiration (beyond revenue)? ✔ Where should we play? ✔ How do we win? ✔ What capabilities do we require? ✔ What success systems are needed, and are they aligned? You and your teams can’t do everything – help them focus and execute, and play a winnable game!

As you close out February and get into the final month of the first quarter for 2024; some sage advice for leaders, managers and individual contributors that was drummed into me by a sales mentor many years ago...

There are lots of ways to explore high-performance...this is just one.

#discovery #curiosity #mutual #thinking #clientvalue

An Inconvenient Truth! My wife thinks I’m gorgeous! For everyone else that’s a highly debatable statement.    What has that got to do with sales and how you engage your clients?   Beauty is in the eye of the beholder. It’s the same for value. It's in your client's eyes. You cannot prescribe your value on them! That's the inconvenient truth.   Whilst you may have developed your ‘unique selling points’ and 'value propositions' for your ideal client profile and various personas – that’s your perspective.    You need to explore and use these hypotheses to identify, explore and validate the true value for them.   Stop assuming and validate any ‘perceived’ value. #sales #value #icp #personas 

Get curious - it will help your sales! But it can be harder than we think especially given some of the inhibitors that fight against it.