html5reset September, 2017

SELLING TO THE PERSON WITH AN ERASER


There’s no shortage of sales processes that tell you it is important to “sell high” in the customer organization or sell to the “real” decision maker. It would be hard to fault this logic since it has proven successful over the years. However, the question that always comes to mind is how do you know you’ve sold high enough or sold to the right person?

Many times you are simply directed to sell to the “decision maker”. Let’s assume for a minute this signifies the person who is authorized to make the final selection decision and to authorize the issuance of a purchase order. On the surface, if we were to reach this individual, it looks like we’ve arrived. Finally, we are talking to the person that can make a decision!

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Recent Coupa Blog Post–Don’t Miss This One


In my opinion, Coupa is a rare company built from the ground up with Value as the foundation of the business.  I’ve joked with Rob Bernshteyn that that I wish I had thought of “Value as a Service” before he had (it’s the title of his book which I previously recommended).  I forward this blog because I truly like how Coupa has defined their mission around Value.  I hope you enjoy!–Steve

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