- Play for win-win. Always satisfy prospects / customers AND ALSO keep company's interest in mind. Have the hustle, passion, and intensity to make this happen.
- Live by goals. Let setting and living by goals be a part of life
- Take action. Goals must convert into actions other wise they are worthless.
- Think "how people buy" first and think "how to sell" second. Understand the processes / psychology of buying.
- Be an expert in what you need to sell. You need not be technical expert but you must know whatever is needed to sell : market knowledge, customer needs, products and services, their value, competition ...
- Fill the pipeline and improve its quality - all the time : Speak every day to customers, prospects, and referral sources with the intent to source new business.
- Lead masterful conversations for prospecting, need discovery, closing and account management.
- Lead in setting the agenda and being a change agent when it's in the best interest of the customer.
- Be brave conquer the fears and seek to win most fruitful opportunities no matter the challenges.
- Assess yourself and improve continuously. Rainmakers are never afraid to learn the cold, hard truth about themselves. They take what they discover—the good and the bad—to learn, grow, and change for the better.
Dec 1, 2011
10 Ways of Great Go To Market Thinkers
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