As sales and relationship managers, we know it's important to do our homework. We also know there is a lot to learn about our customer's business and their needs. We could brainstorm for hours all the different things we would like to learn, which could lead to a few logical questions:
There are no exact answers to these questions, but there is a tool that can help us get closer to them - the IMPAX POSI Grid.
The POSI Grid takes everything we've learned about the customer and helps us to organize and categorize it into four distinct quadrants:
The POSI Grid is a versatile tool and can be used to capture information in (at least) three different areas:
Used correctly, the POSI Grid becomes an ever-evolving repository of all your knowledge about the customer - complete with details, specifics, and customer language - and is updated continuously by you and your team.
“How can we help?”
This question is one many salespeople ask, and it is both simple and complex. It is a favorite question for many people – all of whom seem to be well-intended. Yet in most situations, this is a poor question to ask. Why?
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Many of us in sales and relationship management positions are looking ahead to 2023 and setting our goals – revenue, retention, close rate, margin on sales and retention, new logos (new customer commitments), share of customer wallet, etc. As we consider our targets, it’s critical to determine...
In order to sell your value, you need to discover your business fit and sell this fit to decision makers. The business fit is how your two companies, working together, drive critical business outcomes for the customer. These outcomes typically come in the form of objectives that are attained,...
