Thinking Teams Win

At DSBC, we partner with our clients and sell as a team. This team approach is critical to our success. Let me explain to you how this works.

First things first—we assemble a team. The team consists of senior leadership including engineering, operations, and marketing. We tap into the expertise of these folks to determine how best we can compete. Ultimately, we develop a value proposition. This value proposition is our team’s best guess about how best we can compete.

Now the hard work begins as we call into the market and talk to prospective new customers. We explain to these prospects who we are, what we do, and our value proposition. As we make these calls and get feedback from the market, we share this information with the team. Now the conversations with the team start to get interesting as we begin to understand the real needs of the customers. We rigorously manage these conversations so we can distinguish what we know versus what we believe. BTW – Competent people love these conversations.

Within the first month or two, we begin meeting with prospects. We bring a subject matter expert from our client with us on these calls. This person understands the technical issues of the product/service we are providing and has the ability to assess the needs of the prospect. We quarterback the sales meeting and focus on asking substantive questions, so we gain real insight to the challenges these prospects face.

After these first meetings, we and the subject matter expert continue briefing the leaders in our client’s organization. The quality information from our calls and meetings stimulate insightful conversations with the team. Insightful conversations produce deeper understanding of the market and creative solutions.

Creative solutions close deals. Thinking teams win! Period!