I’ve been having an email conversation with a colleague about, “Why are sales people so product focused in their sales outreach?” We all know, at least I hope we do, that focusing on the customer, their issues/opportunities, and how we help them achieve their goals, is much more effective than pitching our products.
Yet, why do so many organizations fail to do this? Why do we still see so many sales strategies dominated by, “It’s really about me, my product, and achieving my goals?”
