Soar to Success May2021

If you could only do one thing to improve your sales revenue and profits, what would it be? In this article I will share how capturing and leveraging the current voice of your customers is that “one thing.” When your team understands your customers – how they buy and what they need to buy today – you will experience the following: • Increased sales • Increased profits • Increased market share • Improved sales close rate percentages • (Oh, and much better board meetings!) Think about all the changes businesses have gone through in the last 12 months. By Mark Allen Roberts Do This One Thing to Increase Sales Revenue and Profits How can we assume how we did business a year ago will still apply today? When was the last time you captured the voice of your customers? The most powerful thing sales leaders can do are equipping sales teams with a repeatable sales process, sales training, and sales tools to hit their numbers based on how buyers buy today. Think about these questions: • What do you need to know? • Whydocustomersbuy fromyou today? • Why don’t customers buy from you today? • What is your buyer’s buying process today? • What buying criteria must your buyers have today?