How to unveil it? Well at Gilead, we provide training services. And perhaps our interests would be served by concentrating upon the message that the technical training we provide in respect of sales research and social media will open the doors to many new customers.
The secret to unveiling pre-sales intelligence potential really relies on something more traditional. It is a thing called sales culture – organisational sales culture.
In an age when front line resources have never been spread so thin, it is sales culture that will make the difference. This is especially applicable to small to medium sized enterprises.
When we look for sales intelligence we seek to harness the energies of the best and brightest in any organisation. If the people with these characteristics live outside the formal sales organisation we suggest that executive managers reach out to them. We should discover available plurality leveraged off our brightest minds in order to grow our organisational sales and social intelligence base.
If we continuously exercise the minds of our best and brightest, the strongest benefit will always be the nurture of organisation-wide sales culture.
The optimum point from which to start nurturing that sales culture is during the build of pre-sales intelligence.
The latter won't be best served by sending around an email asking the brightest among our young managers, operations, and customer service people for sales leads. It means engaging and exercising those minds; and drawing out contributions by means of direct engagement in the pre-sales research process.
Therein we have yet another old idea writ new. Moreover, the question we return to again, is whether large organisations have outgrown good ideas?
And how might small-to-medium sized organisations profit from it?