It’s only human. Busy people put in an extra effort and eventually it’s done; the new website is finally finished, the brochure is out, the tender has gone in, conference attendees have melted away happy and you can pop the cork and toast a tough job well done…

That’s right, not what do you want but what does your client want from your salespeople? It matters because the most important factor in business to business sales is not price. It’s not (six sigma or whatever else) quality. It isn’t innovative features. It’s not the ability to deliver total solutions. It’s you – the salesperson.

Many companies operate in less than four dimensions. Some are one-dimensional. I believe you need to keep (at least) the following four dimensions in balance to sustain growth: Dreams, Data, Design, and Delivery. What happens if they’re out of balance? How do you fix it?