A common theme I hear from top sales executives is that we simply don’t get enough “quality at bats”. A phrase in baseball most often used to refer to a batter's performance.
When I dig into what they mean by this statement I usually hear the following:
- We're way too reactive (as opposed to proactive)
- We wait to respond to RFPs instead of helping customers define their requirements
- We lose on price because customers don’t understand the value we provide