Four by four: your vehicle for rough sales terrain

Trillium Wood Partners, Inc

Four by four: your vehicle for rough sales terrain

Have you been four-wheeling?

One reason that a 4X4 works so well on rough ground is that all four wheels are working hard to keep you moving forward. And, each wheel is rolling on a different piece of ground. This means that a loss of traction at one wheel can be balanced by better grip at another.

A second secret of rough terrain travel is a locking differential. This mechanical linkage between wheels "locks up" when one wheel is slipping, thus countering the slip with power on the other side where traction may be better.

How does this possibly apply to high dollar value, business to business selling?

The link is that most infrastrucure sales are multi-level and multi-dimensional (usually a 4 X 4 matrix), and that sales success is often driven by team selling in each of the verticals at every level.

Does your sales planning cover Finance, Marketing, Operations, and Engineering?

Do your sales people call on only first level people? Do you really have ready access to the "C" suite? Who is covering the top?

Shifting into four wheel drive (covering the 4 X 4 matrix), and making sure your "locking differential" (inter-locked sales planning at multiple levels) is effective will bring home more purchase orders and result in a more valuable on-going revenue stream for your organization.

Trillium Wood Partners can provide an experienced, veteran guide who really knows the rough terrain. Call us today to help plan your own 4 X 4 adventure.

Trillium Wood Partners, 630 Taylor's Chapel Road,

Sanford NC 27330

Call Rick Brownfield: +1 919.260.1367

All material on this site copyright 2007: Rick Brownfield