Description

Transforming Your Sales Organization Around Customer Needs

Today's buyers expect deeply personalized, consultative sales relationships. Building customer obsession throughout your sales organization now takes priority over transactional encounters. This requires strategic alignment of people, processes, and technologies to each account's needs.

This definitive guide equips you with the frameworks to transform sales around customer centricity. You'll gain proven approaches to orient strategies, operations, and culture around customer lifetime value. The guide outlines steps to map individual journeys, tailor interactions, and empower teams to provide exceptional experiences.

Inside you'll discover:

A framework to audit sales capabilities and chart the path to customer-first operations Ways to reconstruct account assignment, team specialization, and incentive structures around customer needs Methods to collect and analyze customer intelligence to personalize sales interactions Strategies to center decision-making and plans around data and analytics Approaches to integrate sales with marketing, service, and product teams across journeys

With this guide, you will:

Assess your sales organization's customer focus and build executive alignment on the future vision Map individual account buyer journeys to uncover needs and personalize interactions Break down silos to surround accounts with integrated sales and service teams Rethink account assignment, territories, and incentives based on customer lifetime value Continuously collect voice-of-the-customer insights to keep strategies fresh

If you seek to spearhead a customer-first sales transformation, this book provides the strategic considerations for Sales Leaders. Now is the time to align operations around account needs for enduring loyalty.

Embark today on the journey to make customer centricity your sales team's driving principle.