The Ultimate Sales Growth Accelerator: REALLY Understanding the Total Client Buying Center (TCBC)

September 16, 2015

 

 Breathe Life into Your Client Business Plans
Take your Sales Targets to the Next Level
 


This is the eighth blog in in our Sales & Business Development blog series. In case you missed the other blogs, you can
 view them here.

Client Business Plans are one of the most critical sales business tools. A big problem with these plans is they often neglect to identify the most important information about the client – the qualitative data! What do I mean?


The Total Client Buying Center (TCBC)

I’ve seen countless business plans that identify the names of people within the buying center.  But, remember, a name is only a name without an operating context associated with the name.  I will often hear salespeople say, “I have the company organization chart.”  So what!  A name on an organization chart is often meaningless.  It is simply a ‘what’ data point.   There is so much more to this name that a great salesperson must know to truly understand the buying landscape:

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Sales & the DiSC Profile®: Align Salespeople & Clients
Sales & the DiSC Profile®: Align Salespeople & Clients

  Maximize your Understanding of the Total Client Buying Center (TCBC) & Develop Serious Cli...

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The Client Business Plan: The Roadmap that Replaces Activity with Smart Activity
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