Holden Advisors has the privilege of working with some of the top global sales organizations which affords us visibility into challenges that leaders in those organizations face on a daily basis. We're frequently asked about these common challenges because they might be applicable to issues encountered by other companies. The following represent the top three themes that we see across our sales performance engagements that Holden Advisors has encountered over the past 10 years.
Consider the impact on your business if the following were true:
Achieving that future state might not be as far away as you think. We find that organizations need to do just a handful of things better to get there: understand why customers use their products, what those products do for them, and how that's different than alternatives they have available. The key is to wrap these outcomes together with a communication package that not only has customers agreeing with you but engaging in a real discussion.
Based on our research and experience, these principles have been incorporated as best practices. When adopted across a sales process, from prospecting all the way to closing deals, you'll see and feel a meaningful impact in how clients interact with you. Transitioning from a transactional vendor to a trusted advisor will position you to drive performance mutually for customers and your organization.