The Core of Sales

At the core of any successful sales organization is the ability to clearly understand what your company does well, how and why you do it well, who else does what you do and how do you compare to them, who is your customer and what are their buying habits, and lastly do you have a disciplined approach and process to selling.

Value Prop | Core Competency

Your value prop is the value you deliver to your customers and your core competency is the one thing you do better than anyone else that allows you to deliver said value.

Path to Customer | Customer Buying Habits

There is no greater asset you can develop than understanding how your customers buys, when they buy, how they buy, and what compels them to buy. Once you understand this you can begin to identify the path to your ideal customer. 

Market | Competition

A big misconception is the difference between total addressable market and target market, how you evaluate each, your competition within each, and where you sit among your competitors.

Sales Process | Resources

You cannot deviate from a plan you don't have. Your process can be a fluid one, but having one is paramount and developing a library of resources for continuous learning is the best way to stay sharp and hone your craft.

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