How to Prioritize the Priorities of Your Customer, Your Company & You

The customer, your company and you must be on equal footing – balanced in the relationship, priorities and the deal.

Sysco‘s Matthew K. Berra joins Biyork Canada‘s Jon Kronemeyer and Microsoft‘s Carson V. Heady to discuss.

As a #seller, you cannot go full throttle prioritizing any one component of that sales trinity. It’s a constant balancing act – ensuring we weave in our company’s metrics and priorities with the customer’s roadmap and the things that get us paid.

Ideally, we can develop the relationships with clients that lead to mutual wins. Understand what a win looks like to them; understand their projects, priorities, industry trends and their mission.

These relationships happen through investment – of time, of value – and dependability. Earn trust and be transparent about resources you can bring to bear.

When you have the level of relationship with a customer where they will share what is digestible from a budget perspective along with you divulging what investments they can make will unlock better incentives for all, truly meaningful deals occur for customers, your company and YOU.

#sales#customerexperience#investment#innovation#leadership#strategy#success

About cvheady007

I am a Christian, Husband, Dad, workaholic and author. Biography Carson Vincent Heady was born in Cape Girardeau, MO, graduated from Southeast Missouri State University and moved to St. Louis in 2001. He has served in sales and leadership across Microsoft, AT&T, Verizon and T-Mobile. Carson is best-selling author of the Birth of a Salesman series, the first book of which was published by World Audience Inc. in 2010. He released The Salesman Against the World in 2014, A Salesman Forever in 2016 and Salesman on Fire in 2020. He is also featured in Scott Ingram’s B2B Sales Mentors: 20 Stories from 20 Top 1% Sales Professionals. Carson is a 7-time CEO/President’s Club winner across 5 roles at AT&T and Microsoft and National Verizon Rockstar winner. He has been recognized as a top social seller at Microsoft and is consistently ranked in the top 25 sales gurus in the world on Rise Global. He is included among the Top 50 sales authors on LinkedIn. With over 330K social followers, Carson has also been interviewed on over 30 sales and leadership podcasts, by such luminaries as Jeffrey & Jennifer Gitomer, Jeb Blount, Brandon Bornancin, Sam Dunning, Larry Levine, Darrell Amy, Scott Ingram, Thierry van Herwijnen, Jim Brown, Sam Jacobs, Luigi Prestinenzi, Donald Kelly, Marylou Tyler, George Leith, Pat Helmer, Eric Nelson, Ron Tunick, Jeff Arthur, Mary Ann Samedi, Jean Oursler, Andre Harrell, Marlene Chism, Bill Crespo, Matt Tanguay, Josh Wheeler and Chad Bostick. He has also co-hosted the Smart Biz Show on EG Marketing Radio. His articles have appeared in several noteworthy publications such as SalesGravy, Smash! Sales, Salesopedia and the Baylor Sports Department S3 Report. Carson lives in St. Louis, MO, with his wife Amy and daughters Madison, Sidonia and Charlotte.
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