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Stop salespeople from falling behind!

As a sales leader you might be noticing your team struggling with these challenges

❌ 'Busy Busy Busy'

– Ineffectiveness leading to wasted opportunities, stress, and misplaced focus

❌ 'Olde Worlde’
 
– Outdated, self-centered techniques that don’t resonate with today’s customers

❌ ‘Muddled Mindset’
 
– Misalignment at various levels causing frustration and wasted effort

These common symptoms can significantly hinder your team's performance in complex B2B sales

But there’s a solution 

On with the orange hat to explain 

🟠 Orange Hat Thinking 🟠

Use a collaborative selling approach - a modern way of working designed to transform your sales strategy through a ‘partnering mindset’ and up to date tools/techniques

🔶 Counter ‘Busy Busy Busy’:

- Become more effective by preparing to seize opportunities
- Plan to balance work and reduce stress
- Use processes to focus on the right activities

🔶 Counter ‘Olde Worlde’:

- Shift focus to the customer’s world
- Identify their issues rather than your forcing solutions
- Implement techniques that work in today’s market

🔶 Counter ‘Muddled Mindset’:

- Develop organisational clarity
- Encourage management coaching
- Confirm individual alignment with top performance standards

These are the broader solutions

The actual tactics to make a difference are reasonably easy

However you have to recognise the shifts that have occurred and where to catch up 

That's what we use the VALUE Framework for 

So salespeople can make adjustments across all elements of selling 

Fixing one thing won't fix the whole thing

Beware training that focuses on a single piece of the jigsaw

Better results will come from bringing everything together

Better ICP > better value proposition > better messaging > better preparation > better insights > better questions > better understanding > better proposal > better presentation > better negotiation 

As more salespeople fall behind now there is a massive opportunity to be better

Better based on being 

✔️ Effective 

✔️ Modern

✔️ Aligned 

The kind of salesperson customers want to talk to