Opportunity / Fear For sales professionals and consultants
Dr Neil Rackham, academic and leading author (SPIN Selling) on sales methodologies, commented as long ago as 2006 that:
“Today, the most dynamic growth opportunities come from divergent offerings. Salespeople following problem-based models often fail to uncover opportunities until very late in the call – if at all.
What is needed is an approach that encourages discussion of opportunities much earlier in the sales process.“