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Zero Sales is a theory about creating value. The more you can demonstrate your ability to create value in business, the more likely that you'll be successful. This applies to internal co-worker relationships as well as external relationships like partners, customers, and vendors.
In today's complex business environments, the fastest path to creating value is in the identification of business challenges and the thoughtful prescription of solutions. In Zero Sales, the salespeople do not go away, and neither do their revenue targets or their ability to achieve them. In fact, you will likely find that both targets and achievement go up. What goes away is "selling." The old-school image of salespeople is that their job is all about the "win," and winning is the primary goal of every sales organization. In fact, every sales technology platform I've seen has the concept of a win designed right into the solution. The problem with promoting winning is that it creates a binary dynamic--if there is a winner, there is also a loser. If the salesperson is the winner, this suggest someone (the buyer) loses. But the purchase of a product or service does not have to be a zero-sum game; there can be winners on both sides. For this to happen, the right environment must exist; (1) the buyer must have a need or a problem, the desire for a solution, a desired time frame for the solution to be implemented, and a budget to acquire the solution, and (2) the seller must have a solution to the problem that precisely fits the budget and time frame. At the core of the Zero Sales Theory is the idea that to create growth for your business you must demonstrate to a buyer that you understand what matters to them, that you can and will create a relationship with them that they will believe is valuable, and that you are well-intentioned. As I have said many times to those who have worked for me, "If the buyer feels like you are selling something to them, you're doing it wrong."Die Inhaltsangabe kann sich auf eine andere Ausgabe dieses Titels beziehen.
Über die Autorin bzw. den Autor
Formerly founding partner of OMNIGON, and Chief Commercial Officer at InfrontX, David is co-founder and CEO of Next League, a technology services consultancy that works exclusively in the sports industry. In previous roles at OMNIGON/InfrontX, he oversaw all aspects of the commercial business globally, including sales, marketing, communications and account management. Next League is the fifth tech start up David has founded or co-founded; he has a twenty five year track record in successfully launching, growing and running new businesses.
David has spent considerable time on the thought leadership circuit, having spoken at several conferences over the last few years including Leaders' Sports Business Summits (both New York and London), Variety's Entertainment and Technology and Sports Marketing Summits and SportsPro Live (UK). David has a Bachelor of Arts degree in English from Ithaca College and lives on the east end of Long Island with wife Jeanine and three children.„Über diesen Titel“ kann sich auf eine andere Ausgabe dieses Titels beziehen.
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