Sales organizations are being squeezed to produce ever-greater
results at lower and lower margins. In an attempt to control their
costs, their clients and prospects continually work to commoditize their offerings and force prices down—even at the cost of underinvesting in the results they need.
Sales leaders and sales managers need to win more opportunities,
improve their wallet share, and increase their margins, and they
need their sales force to create value—and capture enough of that
value to profitably deliver for their clients and customers. Sales leaders that want new logos, increased opportunities within their client portfolios, and increased margin, they must lead the sales force in both creating and capturing value.
Anthony Iannarino is an entrepreneur, author, and speaker. You
can find his work at www.thesalesblog.com, where he posts daily,
as well as SUCCESS Magazine, Owner Magazine, and