Customers no longer need you to point out their problems. They barely need you to identify a solution. With all of the information you’ve posted about your products and services online, your phone may never ring again with a call from a new customer.
What they do need is for you to show them what they don’t already know: The disruptive trend not yet fully in focus. The new technology that is both a threat and an opportunity. Are your salespeople equipped to explain the risks of not acting and to tell the story of how together you can be pioneers instead of laggards?
Your customers should be thankful to see your salespeople. Prospects want sales interactions to be efficient and for your people to clearly explain the issues and the options. Are your sales tools and stories making your customer thankful that you visited?