Strategy & Psychology

Strategy

Competitive companies develop compelling arsenals of sharp presentations, value propositions, competitive positioning and deal constructs to enable their sales force to “grow the business”.

While key to growth, strategic “Sales Enablement” alone generates inconsistent revenue growth because sales people are inconsistent at the point of execution: the customer interaction. Beyond traditional sales processes and closing techniques, sales people too often lack:

1. An effective vocabulary to keep from being commoditized
2. The soft skills and confidence to accurately and quickly qualify a prospect
3. The awareness and discipline to keep a heavy-handed prime customer from stalling a sale unnecessarily

Sustainable business growth requires a sales force to combine their strategic tools with the tactical skills of awareness, mental discipline, and language within a consistent, executable process. Otherwise, growth is limited by what is in effect the “last mile” issue for every sales organization: excellent enablement but inconsistent execution.

Psychology

As the gatekeeper to our “rational” brain, our emotional brain attaches a “tag” (threatening -or- safe, uncomfortable -or- reassuring) to every sensation or experience we have. This “wiring” ensures that humans are emotional creatures first. Yet this elegant structure ends up sabotaging us professionally because those emotional life experiences that we try daily to avoid or duplicate end up driving compulsive reactions to specific situations; often with unfortunate results.

In business this emotional-rational conflict shows up intensely for those involved in buying, selling, and negotiating; activities which are commonly filled with emotions such as fear, excitement and attachment (to the sale, to money, to reputation).

We coach business leaders and sales professionals to gain a better understanding of and disciplined control over their reactions; both for themselves and their counterparts. Our approach provides a framework for a more honest and “human” approach to communication and collaboration. The end result being faster, higher quality and more sustainable results with less of the pain and conflict often associated with sales and negotiation.