Ready to Reach New Sales Levels? Think Client Discovery

One reason customer outreach efforts fall short in today’s environment is that sales people are hopelessly overstretched. They must spend an enormous amount of time prospecting on their own. Otherwise, sales pipelines dry up.

But sales professionals won’t reach their potential unless they are allowed to truly specialize, particularly when they are engaged in a strategic and complex sale.

Top performing companies are taking a new approach. Instead of expecting their sales people to manage business development from initial engagement through the close of a sale, they are now segmenting their sales organizations into specialists focused on Client Discovery – creating demand – and Client Development – creating value.

Indeed, they’ve empowered their field sales professionals, strengthened their sales pipelines and seized new opportunities for growth. They are changing the game. Instead of running conventional telesales or “lead gen” campaigns, they run Discovery Sequences – engaging prospective buyers through rich, relevant and value-focused interactions that set the stage for highly productive Client Development efforts.

Confronted with lengthening sales cycles and rising barriers to revenue, tomorrow’s market winners will be those who expertly cultivate new clients even as they leverage sales assets and talent to their fullest. But none of this will occur without first rethinking how we manage outreach and engage new prospects.

As sales performance leaders are already demonstrating, the path to profitable growth begins with Client Discovery.