Tip of the Month
The IMPAX Tip of the Month is written for business development professionals who have learned and are implementing the IMPAX Process (in the form of IMPAX Strategic Account Sales Process, IMPAX Superior Account Management Process and IMPAX Strategic Inside Sales Process, among others). These Tips deal with subjects including Research, Communication and Presentation. For more Tips on dealing with Procurement, interviewing, relationship development, effective presentation delivery and much more, see the Tip of the Month archive and our book, Beyond Selling Value.
The Key to a Compelling Business Fit
“Business Fit” is a critical term to those of us who sell value to our customers and prospects. The term describes how, working together with the customer, our relationship and joint efforts can help them to:
- Achieve high priority business objectives
- Implement key business strategies
- Address/resolve critical business issues
In order to understand and position the potential business fit with a given customer/prospect, we have to do our research. This research needs to extend beyond “needs assessment” questions and lead us to a strong understanding of their business – their current state, future direction and the issues that stand in the way. Once we gain this knowledge, we can start to figure out how we can leverage our solutions, experience, expertise, people, relationships, etc. to help them drive the success they desire.
The key to making the business fit compelling is: make sure that we are supporting their highest priority objectives, strategies and/or issues.
In any organization, there is a competition for resources like time, people, cash and capital. If we are supporting their efforts to accomplish their seventh highest priority (a “nice to do” item), we may well find ourselves competing with too many other initiatives to gain traction and win. On the other hand, if we can attach our efforts to one of the highest priority initiatives on their plate (a “must do” item), our odds of being successful, and helping them to be successful, go up dramatically.
Every month IMPAX provides thousands of sales and account management professionals with a thought leading Tip of the Month. These tips support and expound on the IMPAX Process by addressing topics such as executive presentation delivery skills, powerful gatekeeper strategies and compelling interviewing techniques.
Please fill out the following form to receive your Tip of the Month via e-mail.