How have you breasted the tape this quarter end?

Hopefully, your deal value and your customer’s trust did not get sacrificed at the altar of Time. It is shocking how many salespeople still use the primitive tactic of quarter end pressure and discounting to secure deals. If only, over the course of a customer conversation, they had the discipline to get the customer to calculate value in their business terms. That value would have driven enough deal momentum to avoid the last-minute quarter end rush. What amazes me are the hundreds of salespeople and managers I get to meet every month, who have still not been taught how to calculate business value in the customer’s financial terms.

How is your Organization inoculating itself against the quarter end hockey stick? 

#businessvalue #ROI #customervalue #TCO #businessacumen #Financialacumen #Executiveconversations #salesdiscipline