Executive Insights

Kevin Burnett

Competing in today’s marketplace a is lot like “filling in a tourney bracket." There is skill, fortune (luck), judgement and execution involved.

One of the critical aspects of Sales is the ability to communicate effectively, which has never been more important. As most gravitate to their smart phones for the latest news, politics, trending insights and celebrity advice, the function of an effective sales force remains to “engage in an persuasive discourse” with others to

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(a) educate regarding product/ service

(b) list the benefits  the end user will realize with the product/service

(c) describe how others in similar situations as theirs have successfully implemented the product/services to a productive end!

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The failure to communicate how x + y =z to the end user is simply failure!

All sounds easy, but I contend the “battle for business” is one of communication and understanding  one’s customer and their needs.

If you can’t relay to them your understanding of their concerns,  you are left with many holes in your bracket!