The Beliefs

Compounding growth through partnership.

Creating Value — The What

  • Understanding your customer’s mission and motive also called buying motives and business objectives

  • Understanding buying influences (Economic, User, Technical, Coach- Miller Heiman)

  • Understanding a customers “Odds Are” (Dimensions of Professional Selling)

  • Asking better questions to uncover hidden needs

  • Aligning solutions to impact, not features

  • Tools: pre-call planning, stakeholder interviews, SWOT analysis

Strengthening Trust — The How

  • Delivering on promises consistently

  • Communicating openly and with compassion

  • Investing relational capital before you need to withdraw it

  • God gave us 2 ears and 1 mouth in that proportion for a reason

  • Tools: opening statement, building rapport, trial close, handling objections: LAER model (Listen, Acknowledge, Explore, Respond), or ECIR (Empathize, Clarify, Isolate, Respond) feedback loops

Driving Growth —The Result

  • Leveraging your network for mutual wins

  • Building partnerships that multiply opportunity

  • Measuring growth not just by revenue, but by influence and impact

  • Think differently to think BIGGER (David Cote- Winning Now, Winning Later)

  • Tools: partnership scorecard, competency & character evaluation, ROI worksheet