From the course: Cross-Functional Sales Teams
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Understanding your buyer
- As with any sales strategy, understanding your buyer, or the who, in this case, will help you understand the proper makeup of your internal cross-functional sales team that'll best serve that buyer's needs. Do you know what the number one job of any cross-functional sales team is? The number one thing is solving the customer's problem. Now I know it sounds obvious when I say it, but the reality is, most organizations approach their customer from a self-serving perspective. It's usually all about what you can sell to them, not necessarily what you can solve for them. I like to say there's a secret to making your customers believe you really care about them. You want to know what it is? You actually have to care about them. Understanding how to leverage the team members of a cross-functional selling team requires an intimate understanding of your customer, in all the relevant areas of their business that you hope to engage with.…
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