The Sales Revolution
is a book for leaders looking for a how-to guide to future proof the profitable growth of their businesses in unprecedented market conditions. These leaders understand that anyone can succeed in strong economic times - after all, that's what we've enjoyed for the last 20 plus years! The downside, however, is that our people - not just salespeople but everyone in our companies - expected that growth to go on forever because it was all they knew.
Now conditions have changed and along with that, our companies must also change if they want to mitigate the very real risk to their top and bottom lines. Because customers aren't just those who pay us money in exchange for a good or service. And everyone in our business ecosystem has a customer they deliver value to - whether they are intentional about that value exchange or not. The game changes the moment a company embraces the journey towards a Culture of Customer
TM
.
Not for the faint-hearted,
will transform any business that undertakes the work to build two conditions:
a Customer Consciousness
and
Commercial Competence
What results is a Culture of Customer where the sales team still "sells" but customers are attracted, nurtured, retained and grown by the entire organisation. Each person understands who their customer is and how to deliver measurable value to them. IT CHANGES EVERYTHING. It makes a company smarter, leaner, more effective and more profitable.
The experience for all customers - internal and external - is as unique as the company itself which is the secret sauce. In a time when sales talent is in short supply, when the cost of doing business means every dollar must yield a return, this book takes leaders by the hand step by step towards survival of the most valuable.