Steve Riddell is the Chief Sales Officer – Telesales with Sprint. In this episode we explore Steve’s insights regarding the third component part of The Innovative Distributor™ – value proposition.
Now I got to tell you, what you and I know after listening to Innovate for the Future is that it’s compelling value propositions that drive innovation. That most distributors we are stuck in a world of sameness and I really believe that that’s what you and I get paid to do. We must embrace and accept this responsibility which is both a challenge and an opportunity to figure out how we can separate ourselves from all the other options that our customers have. The moment that we are perceived to be the same, is the moment that everything devolves to product and price and we lose that game every single time.
Steve Riddell has spent his career helping sales organizations understand that we’ll never again long term have a competitive advantage in product and price. He spent his entire career developing the capabilities of the organization and the individuals to create and then present compelling, innovative value propositions that make customers want to buy and do business with you. In this episode, he’s going to talk about why customers buy, what they need from you. He’s going to outline the three things and then he’s going to also outline what he has, quite frankly, built his career and the career of the sales organizations he’s worked with. The sales process around that that he abbreviates as PSC. This is an amazing conversation. Get into it, enjoy it.
Members of the free UnleashWD Online community have access to this transcript.
Not A Member? Claim Your Free Membership Here