In today’s B2B world, client organizations face complex challenges for which they seek help. When they reach out to selling organizations, what they invariably get back are products and services divided into little pieces that line up with their own organizational silos. Not helpful to clients and not effective in closing bigger deals.
In a previous post on becoming a Canyon Crosser, I talked about how to bridge your company’s canyons between business lines to find, develop and close cross-organizational deals. One of these ways is to find and engage co-selling partners in designing deals.
What Tim Sanders has created in Dealstorming is a new way for sales leaders and salespeople to solve broad, complex customer issues by leveraging your entire firm and looking past the limits of organizational business lines. Sanders breaks his Dealstorming process into pieces that will allow you to accomplish four main things:
- Focus on your gaps, the parts of the process that would allow you to produce greater impact,
- Create the kind of collaboration that feels good, like you’re part of something bigger than yourself and your division,
- Empower you to deliver to clients the sort of value you knew you were capable of when you joined your company
- Enable you and your colleagues to close bigger deals with less competition.
Tim makes the journey fun, with his conversational writing style and use of real stories from his substantial selling and Dealstorming experience. Great read, and an invaluable and timely tool. I highly recommend Dealstorming in your quest to become a Canyon Crosser this year.