Where will your next buyer come from?
Sales happen at the intersection of what the buyer needs, what you offer to provide, and a connection between you both. This may be from a conversation across a desk; from an 'ah ha' insight in your blog or presentation; from a referral by another party; or from the other ways of talking your business.
Regardless of how these three elements converge – it is the engagement that's the catalyst for aligning buyer's needs with seller's solutions.
At a program by the Smith School of Business at the University of Maryland, Pamela Wagner, Vice President of W.R. Grace was speaking about the reduction of employee engagement worldwide and her thoughts on why.
While writing notes during the presentation, I realized that the same also applies to customers – current and potential.
Here's a formula Wagner offered to describe the engagement gap:
Volatile Economy creates insecurity
More Work with fewer employees and resources
Less Sustainable Engagement.
Uncertainty and stress are distracting – affecting employee involvement and the buyer's willingness to commit.