Solving Client Problems Is Essential In B2B Sales

You must solve a perplexing problem for clients.

Over a decade ago, my company made this fundamental sales error. We focused all our attention on selling aircraft parts. Flop. Boring.

In a world where everyone has inventory and wants to push stock, it was hard to create immense value for our clients. We were a commodity supplier.

Once we changed our core objective to make it ridiculously easy to do business with us for our core clients, things began to change.

We realized we couldn’t be everything to everyone, so we invested heavily in the clients we could create immense value for.

We began to resolve complex supply chain and logistics issues our clients faced every day.

We solve client problems.

Sometimes a client is compelled to change. They know what their problems are and need to fix them.

For us, it was seeing that rising total material costs (not part prices), long order lead times, and poor supplier relationships were plaguing operations.

We enter our discovery conversations to help current and future clients imagine and acquire a solution that instantly helps them improve their results.