With a holistic mindset we develop a vision. The mystery is, how to bring this vision on the road in a way that we achieved what we want.

This article is focused on B2B sales, but can be adopted to other situations. A picture is often more than thousand words. I think the header image is self-explanatory. With this it comes first of all to this three topics:

To be honest, this sounds easy, but isn’t at all. We need people with the right mindset to develop a true vision (and not a mission or strategy which is often mixed and named as a vision).

Active steering is also important. If we have a client we want to sell something we need to find the right person with the right mindset in this company and help him developing the right vision, methodology and strategy. If we have this under control, need will be generated automatically on the other site. Out of this projects will be developed. This projects will be in-line with the outcome we have planed.

Transformation means transforming a blue circle into a green one. Translation on the other site is just placing a yellow and transparent shell around the blue circle that it looks like green. Many transformation initiatives are more or less just a translation initiative. This approach here helps a bit to start the right initiative.

What has this to do with customer experience? With such a process we have a win-win situation. Our interests are fulfilled while we are helping our customer to develop his direction and bring this on the road. This is indirect selling and aligns a prospect on us as well as it generates trust and loyalty.

What do you think?