I was reading a non-sales related blog post the other day when suddenly I came to a screeching halt. Two words jumped out at me. And, I immediately thought – these words capture exactly what it takes to be successful in sales today.
If we want to get our foot in the door of new companies and earn their business, we need to be relentlessly useful.
If we want to grow our existing customers, we need to be relentlessly useful.
If we want to prevent competitive inroads into our best accounts, we need to be relentlessly useful.
We have to proactively and continuously bring our customers ideas, insights and information that helps them achieve their goals. If we do, they’ll buy our products and services because of what we bring them – and because of who we are.
Think about it. What do you need to do to become relentlessly useful?