Selling By Sitting On The Other Side Of The Table

Years ago my employer paid me to play a game, er, I mean to take a course.

It was called Decision Base. http://www.pantelisinc.com/decision_base.htm

The courses teaches one to think from the perspective of a business owner or a manager and make decisions about hiring, lay-offs, investment, buying, borrowing and more.
Good idea, isn’t it?

How do your customers make decisions and what forms their strategic vision for their business? Where does your product or service fit in? Think about these components of strategic and tactical envisioning:

Automation: Lower Headcount, Higher Productivity, At-will Availability, Fast Access…
Example: Self-Service Human Resource Management System for employees

Delegation: Line-of-business employees who are given permission to make their own decisions. What does it take to make this happen? The right information, training or workflow perhaps?
Example: A bank manager who – with the right training – can offer a pre-approved loan without needing approval from the headquarters.

Control: Knowing what is happening in real-time accurately through a single source of truth.
Example: Automated alerts via email, mobile messaging or executive dashboards. The accuracy and timeliness of information translates into effective management and decison-making. Real-time knowledge equals quicker intervention.

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