There is no silver bullet for winning business. In today’s complex, highly competitive selling environment customers have set an incredibly high benchmark in their expectation of suppliers. Buyers are asking sales people to do more, listen more, find out more and be more disciplined in their approach. They expect sales professionals to be genuinely curious about their business, as well as courageous in challenging them with insights and innovations.
Major bids and tenders can no longer be the domain of the sales team and bid manager. It needs to be understood and embraced from the top down across every key function in the business. Creating a winning culture is about much more than having a team that wants to win, it is about developing and embedding the culture, processes, and capability to connect, compel, and commit. We provide training, coaching, and consulting in three areas: