The way I came to name my consulting firm “The Selling Agency” came from colleague feedback. This very sound advice pushed me to focus on the actual experience, core competencies and key deliverables that would be received by my clients:
- Narrowing and eliminating the gap on missed opportunities
- Increasing profit and revenue
- Positively leveraging resources and organizational talent
- Neutralizing competitive forces
- Creating processes and systems so that they would scale and grow
With that feedback, focus and my experience, I knew that to impact our clients in the most effective way, we have to focus on “How” we get to those deliverables, those ultimate results. The answer is selling. Selling is focusing on individual customers and meeting their needs, delivering value and educating. It takes efforts from all departments and disciplines: marketing, customer service, customer experience, product design, package offering and operations.
That’s why we don’t only focus on the sales team, the sales strategy or the sales means. Our focus is on selling – the organizational culture, behavior and actions, strategy and resources, talent and coaching that, when well implemented and executed, result in more sales.
So that’s why we think selling is the most critical activity in any business and why our distinction between sales and selling is important:
Are you in sales, or are you selling in your business?
Until next time, keep kickin’ butt!
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