Disruptive Selling: One Problem, One Service

The natural disposition of most salespeople hunting for new logos is a desire to offer the world to their prospects. Hunters work hard to establish contact with C-level executives. Unfortunately, when they land that phone call or email exchange, they usually never win a first appointment. This is because the most common approach in asking for a first appointment with an executive is for the salesperson to give a corporate capabilities presentation to the prospect. This is not something that anyone in the customer's c-suite wants to spend their time doing. They are spending large amounts of time on their own company, and the thought of sitting through a one-hour presentation on every service another company offers is repulsive to them.

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