Our Philosophy
We’re passionate about elevating sales as a professional career and raising the performance of sales professionals to the highest standard of excellence.
The proven strategies and tactics taught in all The Sales Agency training and coaching programs reflect and build upon the foundational principle of creating value with every customer interaction.
In todays’ crazy business environment, a company’s only sustainable competitive advantage is its sales force. To be successful in sales today, a seller must create value with every customer interaction. Corporate decision makers have no time for product pushing peddlers or self-serving sales people. Buyers only want to work with people who:
- Possess keen insights into issues and trends impacting their business.
- Can clearly articulate the business value of their offering.
- Proactively offer ideas and insights on business improvement.
- Make them think about new ways of approaching their key challenges.
- Focus on making a difference, not getting a sale.
Most sellers and sales organizations are woefully unprepared for these radically new customer expectations. Making more calls is not the answer, nor is a better “pitch.” Being successful in sales requires good thinking. More specifically, sellers need to:
- Gain insights into their prospects needs, issues, industry trends, and more-prior to meeting.
- Synthesize this information to create ideas, alternatives, questions, plans, recommendations and future visions.
- Engage and enroll prospects in a change initiative with custom account entry campaigns, meetings, presentations and proposals.
- Provide guidance to the decision-making process to determine the value of change and their best option.
- Pre-evaluate their strategies to ensure their efficacy and make changes as needed.
In short, sellers must transition themselves into business improvement specialists. This is the challenge we seek to address in all our work with our customers. We get sellers thinking and acting differently- because that’s what it takes for sales success.