Back to Basics: How Goal-Based Selling (GBS) Can Benefit Your Company in 2010 and Beyond

Updated: February 23, 2010

Account executives can provide better value to customers and differentiate themselves from the competition when they convey the message that they are not here to sell a product or service, but that they can help them reach or exceed their goals. For example, when selling into the CIO, who may in turn be reporting to the CFO these days, his or her goal may be the cut costs. Perhaps the CIO was historically concerned about integrating the latest technology with the organizations current configurations. Price was always a concern, but now cutting costs and streamlining processes take center stage.

When you sit with a client and say, "I'm here to understand what your goals are as an organization and an individual, and I'm here to help," you will find yourself in a better position than the commodoties broker. Your client looks good to his or her supervisors, and you are a shining star in a very competitive market.

Featured Research
  • The Pros and Cons of Two-Tier ERP Strategy

    An increasing amount of businesses are considering a two-tier approach to their ERP strategy. If you feel overwhelmed with just one ERP solution, don’t immediately discount two-tier ERP. more

  • 2017 Contact Center Software Cost Guide

    Are you paying too much for your contact center software? Are you satisfied with its capabilities, or do you wish it did more? These are questions most businesses don’t take the time to think about, even though contact center software is one of the most important investments that you’ll make. With a little bit of planning, you can end up saving money and still end up with better functionality. more

  • What You Need to Know About VoIP Security

    No matter the industry or area of expertise, a strong VoIP system is the perfect tool for any business looking to take both its internal and external communication to the next level. more

  • Are You Using These 5 VoIP Features?

    In large part, the success of your business depends on the strength and reliability of your team’s many communication networks—this includes your Voice over Internet Protocol system (VoIP). more

  • Video Conferencing Best Practices

    Video conferencing is quickly becoming one of the most important communication channels for both small and big businesses. As more businesses turn to this technology, expectations about the experience are also rising. It’s not enough to just offer video conferencing as a communication method. You also need to meet minimum audio and visual standards, and there’s even proper etiquette to consider. more