Wednesday, January 21, 2015

Do You Know What Your Salespeople Are Selling?

By Jeb Dasteel and Amir Hartman
Sales organizations, beware! Today’s customers are more informed than ever and have no patience for salespeople telling them what they likely already know or how great your products are. And we know that most of the buying cycle is complete by the time customers actually engage with someone from sales. That means that selling, like marketing, has forever changed.
Making customer success part of the sales DNA helps companies engage customers in meaningful conversations about the business challenges those customers face and the business outcomes they are trying to achieve.
Today’s most successful sales reps are able to understand customers’ markets, competition, positioning, and what they need to do next to be successful. They provide their customers with actual facts that justify an investment in what they’re selling, and they work hard to build mutually beneficial and enduring relationships. Successful sales reps understand their customers’ business as much as any one of the customer’s employees. And they do this through a combination of in-person, social, and mobile engagement.
Sales must transform the terms of customer engagement—in other words, the language, tools, and skills they are equipped with have to help them sell business outcomes that matter to customers. Research shows that sales cycles can be reduced by over 30% when organizations use quantifiable evidence of the value their solutions deliver.
So what should you do? Start by demanding that your sales organizations (direct sales, inside sales, and channels) be able to:
  • Engage with your customers to understand their businesses, what’s top of mind, and how their performance is measured.
  • Problem-solve with your customers and then jointly develop and justify the business solution.
  • Recast and communicate the solution through relevant customer stories.
  • Help your customers with best practices and lessons learned for effective and speedy adoption of the solution.
  • Measure the actual value your customers are realizing, helping customers course-correct as necessary.
Bottom line: Provide your sales organizations with the skills and tools to truly embed themselves in their customers’ business, sell business outcomes, and ensure customer success. You’ll see a greater share of your customers’ business.
If you would like to participate in a short survey on customer success, we would be honored to have your input. Click here. It will take just a few minutes.
Jeb Dasteel is Oracle’s senior vice president and chief customer officer. Amir Hartman is cofounder and managing director of Mainstay, and author of the recent book Ruthless Execution.


  1. Hi friends, This is Rebeka from Chennai. I am a technology freak. Your technical information is really useful for me. Keep update your blog.
    Oracle Course in Chennai

  2. Hi,I hope to really understand for this information..we provide that the lot of new information....Thank you for wonderful sharing..

    Informatica Training in Chennai

  3. Hi,I would like to truly comprehend for this information..we give that the part of new information....Thank you for eminent sharing.. selenium Training in Bangalore | Oracle Training in Bangalore

  4. In the provided information i agree our all information and really very nice all articles ,thanks for sharing in this post.
    I like in this post.

    INFORMATICA Training in Chennai

  5. Thanks for this blog. provided great information. All the details are explained clearly with the great explanation. Thanks for this wonderful blog. Step by step processes execution are given clearly.Know the details about different thing.
    Informatica Training in Chennai

  6. he WordPress Simple Paypal Shopping Cart is a simple to utilize and lightweight WordPress module that permits you to offer items or administrations online in a single tick from your WordPress blog
    wordpress cart

  7. slaespeople are doing work beyond sales organizations..
    Best SEO training in hyderabad all modules are clearly solved and practice with guide.seo training in hyderabadAnd clearly getting knowledge of seo.

  8. Useful Information
    one and only affiliate agency in south INDIA, earn money online from affiliate network in india

  9. Freshers jobs way provide freshers jobs ,walkins,direct recruitment,openings for freshers and experienced and recruiting experienced and freshers Walkins


  10. useful information

    Online recruitment for bank jobs and government jobs and you can get Notification and application to apply online for bank jobs and govt jobs

  11. Useful information:
    General Awareness and Current Affairs with Latest Current Affairs Quiz, GK Updates, General Knowledge Last 6 Months Current Affairs, Placement Papers, Model Papers, Interview Questions @

  12. useful information

    Online recruitment for bank jobs and government jobs and you can get Notification and application to apply online for bank jobs and govt jobs

  13. Useful Information……
    Recruitment voice contains Daily GK Updates, Bank Recruitment, Government jobs, Bank jobs, Interview Tips, Banking News, GK Updates Bank Recruitment

  14. Nice Information:
    Telugu Cinema Contains Telugu Cinema News, Latest Movie Reviews, Actor, Actress, Movie Galleries And Many More Telugu Cinema News

  15. Helpful Information Provides Latest Telugu Movie Reviews , Telugu Political News and Other Latest Telugu Movie News

  16. Helpful Information:

    Telugu Cinema Contains Telugu Cinema News, Telugu Movie Reviews and many more @

  17. Nice article
    Thanks for sharing the informative blog.

    Linux training in Bangalore

  18. Its really helpfull.., thanks for sharing this.

    Papa jobs Providing latest information about Current affairs, Bank Recruitment, Government jobs, Bank jobs, IT jobs., check this link papa jobs i hope this is very use full to you and all the very best Guys.

  19. Nice information for job seekers. Thanks for sharing the awesome information , i also recommend online Notification

  20. Very Good Information and i also recommend Freshers job way ; as they are leading sites provides job information

  21. Thanks , you are giving very important information for many job seekers. In my experience , i got job through Recruitment Voice and according to me it is also one of the best site.

  22. Great post.
    It really helped me to learn something new. So thanks.

    Best Angular js training institute in bangalore

  23. Your post is very excellent. Here I understand how to I encourage my website visitors. Thanks for your great work.
    MYSQL training in Bangalore | mongodb training in Bangalore

  24. By seeing this post, I understood many information related to the post. this is very encouraging for job seekers.
    python training in marathahalli

  25. Nice Information
    one and only A Digital Marketing Agency in INDIA affiliate network in india

  26. You have shared Excellent information about Selenium . This is very helpful to every Swlwnium Tester. For more Details about Selenium i recommend best Selenium Training at Intellipaat

  27. As we all know nowadays people are more aware about all things the purchase. Now th e importance of degital marketing has increased and people are going online for purchasing anything.

    So the information you provided here is very usefull to many people.

    Here, Let me reffer you a website which provides Best Hadoop Training Institutes in Bangalore"
    checkout>> Hadoop courses bangalore

  28. I encourage your effective article. Nowadays, it’s very significant for those who are working in marketing field. In many companies are looking this kind of information for their business.

    Big data Hadoop Projects

  29. Very helpful article it was a pleasure reading it.
    myTectra is the Marketing Leader In Banglore Which won Awards on 2015, 2016, 2017 for best training in Bangalore:
    python interview questions

    python online training

  30. very helpfull blog it was a pleasure reading your blog
    would love to read it more
    knowldege is not found but earned through hardwork and good teaching
    that being said click here to join us the next best thing in bangalore
    devops online training
    Devops Training in Bangalore

  31. Useful information. i am looking SAP HANA Online Training with real time project.

  32. Great information. i am looking for SAP HANA Online Training from professional expert.

  33. happy new year quotes in hindi

    advance happy new year 2018

    whatsapp new year dp

    happy new year 2018 wallpaper 3d

    new year jokes

    new year wishes for boyfriend

    happy new year wishes song
    this post is really informative, I want to share it with all of my friends. Please allow me to share it with my friends who will subscribe to your site.

  34. I read this article. I think You put a lot of effort to create this article. I appreciate your work.
    thesis Writing Service

  35. Thanks for taking the time to discuss this, I feel strongly about it and love learning more on this topic. manager interview bible

  36. It was so good to read and useful to improve my knowledge as updated one.Thanks to Sharing.
    PHP Online Training | Pega Online Training | Oracle Soa Online Training

  37. Definitely, what a great blog for sales person with customer satisfaction I definitely will bookmark your website. Have an awesome day!

  38. CIITN is located in Prime location in Noida having best connectivity via all modes of public transport. CIITN offer both weekend and weekdays courses to facilitate Hadoop aspirants. Among all Hadoop Training Institute in Noida , CIITN's Big Data and Hadoop Certification course is designed to prepare you to match all required knowledge for real time job assignment in the Big Data world with top level companies. CIITN puts more focus in project based training and facilitated with Hadoop 2.7 with Cloud Lab—a cloud-based Hadoop environment lab setup for hands-on experience.

    CIITNOIDA is the good choice for Big Data Hadoop Training in NOIDA in the final year. I have also completed my summer training from here. It provides high quality Hadoop training with Live projects. The best thing about CIITNOIDA is its experienced trainers and updated course content. They even provide you placement guidance and have their own development cell. You can attend their free demo class and then decide.

    Hadoop Training in Noida
    Big Data Hadoop Training in Noida

  39. Great article about sales people. I really love your blog and keep it your work.
    Hadoop Training Institutes in Bangalore

  40. Nice Information
    Get Exclusive Telugu Movie News Online Easily at, You can also read, Latest Telugu Cinema News [url= Telugu Movie News ][/url]

  41. Thanks for sharing the information, Salesforce experts a lot of openings in multi-level companies, for more information n
    Salesforce Training
    Professional Salesforce CRM Training
    Salesforce Training online in India

  42. Useful Information :

    Looking for the Best [url= Digital Marketing Institute in Vijayawada ][/url] , We provide training on live projects, internship, Flexible Classes, Free Demo @

  43. Great Article… I love to read your articles because your writing style is too good, its is very very helpful for all of us. Do check Six Sigma Training in Bangalore | Six Sigma Training in Dubai
    & Get trained by an expert who will enrich you with the latest trends.

  44. Thanks for sharing this blog, I am reading your post from the beginning, it was so interesting to read. Visit for
    Hong Kong Honeymoon Packages

  45. I’ve bookmarked your site, and I’m adding your RSS feeds to my Google account.
    safety course in chennai

  46. This is an awesome post.Really very informative and creative contents. These concept is a good way to enhance the knowledge.

    Software Testing Training in Chennai
    Software Testing Training