October 15, 2020

Why Success In The Future Will Depend On Collaboration

1 hour 5 minutes

Ayman Husain shares example after example of how the smartest companies and best sales organisations are taking a #collaborative approach to #selling. We discuss the importance of being a true #partner with your #customers, operating like a general not a foot soldier. Have you considered the difference between playing the long game, spending enough time in research, creating relationships with people in the lines of business, investigating the risks they are trying to mitigate, their targets, taking the time, in advance, to understand what drives procurement, how they are measured, what they are focused on and the Board level strategies they're being asked to execute?

We delve into the counter-intuitive world of #coopetition, and having the foresight and courage to admit when they can do a better job than you, when to back away, when to take the lead and when to partner with even your fiercest rivals.

Ayman explains the challenges of oiling the wheels in your own organisation, making sure that the customer is put ahead of politics and empire building. We discuss how compensation of all those involved in winning, securing, growing, and keeping a client, turning them from a customer into a marketplace is critical to drive the correct behaviour, and in turn maximise utilisation and value for the customer.

Bring a pen and notepad to this episode. You will learn so much.

Contact Ayman: linkedin.com/in/aymanhusain

Website: microsoft.com

Twitter: aymanhusain

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