Can the people across your company describe what you do for your customers?

Can they really describe it to your satisfaction?
Could their descriptions motivate a client to ask for more information on the service?

“Thank-you that all sounds good. Would you send me a proposal?”
As a business developer when you hear those words, you’re pretty happy.
Usually it signifies that you’re close to the finish line.
However for lots of people those words carry a little warning.

I’d like to venture that given our experience at Sales Training the biggest competitor that keeps beating your sales team is called Inertia.

A number of the Rainmaker Sales coaches have worked their way up from Sales Person through Sales Manager and to Sales Director. We have also worked with numbers of Sales Managers in many kinds of companies and cultures. We put our heads together and came up with a hypothesis that we think we have seen around four types of Sales Manager. There are many variations but in the main four types.

One of the greatest myths in IT Services companies is that your fellow consultants
will be eager to cross-sell you just because they’re your “partners.”
I’m sorry to disillusion you… The fact is that they aren’t.