At the 2015 Chief Sales Executive Forum, keynote speaker Mark Colombo, SVP of Solutions & Sales at FedEx Services, explained the changing sales role and increasing value of time spent with customers.
Some highlights:
A business has just two functions: marketing and innovation. Their purpose is to get and keep a customer. Stop asking what keeps them up at night, and present customers with solution selling. Maintain the customer relationship, but keep in mind the disruptors that can too easily eliminate that bond.
The illustration below from graphic recorder Kelly Kingman illustrates Mark’s presentation. Enjoy!
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