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HIGH PERFORMING
CULTURES
DIFFERENTIATED
TALENT
Best Practices
White Paper
You understand the analogy. The stakes are enormous; they may not mean life or death but they may mean
a deal that will make or break your year. You get the focus…you need to stay on target and not be
distracted from the message you want to convey. You get the timing issue…you need to maintain a good
pace and stick to the schedule you and the client have agreed upon. But how does the analogy of not
leaning too far to one side or the other apply?
Sales presentation training professionals maintain that to succeed you need to achieve a balance
between the apparently conflicting roles of a sales presenter—delivering a compelling message vs. flexing
to shifting client needs and serving your company vs. serving your customer.
Balance the client’s desire for a solution from you as a subject matter expert with the client’s need to be
understood by you as a collaborative partner.
Balance your understanding of the client with an understanding of your role as a salesperson. The best scenario
is when these two goals are fully aligned.
Achieve a balance of roles and you can approach that high wire with confidence.
What we do – 3X Alignment™
We get results. We are a consulting and training firm that helps high growth companies get
there by aligning their culture and talent with strategy. We call this 3X Alignment™. It is
based upon the premise that neither talent, nor culture, nor strategy alone will produce
results. Operationally, we are organized in seven key practice areas: Sales, Loyalty,
Leadership, Management, Project Management, Change, and Assessment/Measurement.