Digital Sales Transformation in a Customer First World

1. Who is the customer (company)? 2. What goals matter to the customer and who are the key people that care? 3. Why do these goals matter to the customer? 4. What related projects or initiatives are in place? 5. What is broken that is stopping them being successful? 6. How can you help? 7. What is your gap in knowledge or solution?

• Customer Impact Level 3 / Partner with me: At Level 3, the sales organization, and supporting functions in the company like Customer Success and Marketing, collaborate to take a holistic view of the customer’s company – not just the area of the business relating to a specific sales opportunity. Focus on creating, measuring and communicating value