Selling to Business Needs

We’re sucker-punching our AEs: We tell them that they need to know how to sell to business needs but we don’t give them any tools to actually understand what business needs are.

Let's equip our sales teams to understand business needs and sell to them. This series will show you how.

These posts cover how to use a business framework to shape a sales conversation:

Post 1: Porter's Three Generic Competitive Strategies

Post 2: Rumelt's Kernel of Good Strategy

Post 3: Christensen's Model of Disruptive Innovation

Post 4: The Cascade of Initiatives

These posts cover fundamental business ideas that will help you understand your prospect's business so you know how to explain the value of your product.

Post 5: Breaking Down Box's S-1 to Understand Business Models and Business Value

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If you liked this article, have a look at our video series on Building Your Startup Sales Process to see how to define your value Themes and then use them to build the critical sales conversations that your sales process depends on. You can also check out the P.S.I. Selling Content Page for more insights on sales communication, strategy, and leadership.

Want to build a sales process that proves value and a team that can execute? Have a look at our services and get in touch.

For more about the author, check out Mike's bio.