Recently I had the pleasure of again working with Cian McLoughlin from Trinity Perspectives. I have know Cian for many years and have watched as he has become a key person of influence in the sales coaching space. He is the author of Rebirth of the Salesman and is working on his next book.
We were making some new videos about what Cian does and how he helps his clients. He conducts Win/Loss reviews which helps his clients understand why they won or lost a deal.
It would have been easy to make some videos about the value Cian brings his clients and the problems he solves. Instead we cut to the chase. He spoke about the information all businesses want to know – Why are deals won and Why are deals lost.
He has managed to condense his years of experience into these short videos. They are a quite insightful.
So rather than talk about the problems you solve, think about the insights you can provide. As you do this, you will show your prospective clients the value you bring.