When products and GTM playbooks are becoming commodity, how can startups win against incumbents and also with their competitors? 🤔
The answer is simple.
It’s the speed of execution. ⚡️💨
But how do you ensure you’re able to execute faster without getting off the rails? 🚆
It’s the alignment. 🤝
But how do you ensure everyone is aligned with different projects and goals? 🎯
It’s the system of collaboration. 💬
System of what??
Collaboration.
Is it a new thing? Or a new tool?
Yes and No.
2 decades ago, we needed an efficient way to capture who are our customers and log our interactions with them, so the “Systems of Records” were born – e.g. CRM, ERP, etc. 👩💻
Then a decade ago, we needed a more efficient way to engage with customers, so the “Systems of Engagement” were born – e.g. Live Chat, Email Sequencing, Power Dialers, etc. 📧
Then 5 years ago, we needed to make sense of all these activities and engagements, so the “Systems of Intelligence” were born – e.g. Revenue Intelligence, Conversational Intelligence, etc. 📈
Today, we need to make decisions and our conversations actionable, so the “Systems of Collaboration” are being born – e.g. Collaborative Meetings, Collaborative Emails, Collaborative Projects, etc. 💬
Essentially, almost for every job you do, if the tool you are using is not enabling you to collaborate with your colleagues and customers, and if it’s not connected with your workflows and other tools, you’re at a disadvantage as a startup to execute faster and better.
Selling is no different.
In fact, it’s completely stupid to believe that only quota carrying people are responsible for selling. 🤦♂️
It takes a village to close most deals. 🧑🤝🧑
And if you’re not thinking selling as hyper-collaborative function, then you’re not winning as fast and as efficiently than your peers who are practicing collaborative selling.
I’ve been talking about this for the last 2 years via different forums and mediums.
But finally got the time to jot down all thoughts in a consolidated eBook. 📖
👉 Feel free to grab a copy from here: https://www.avoma.com/books/the-collaborative-selling-handbook
Hope it will help you make “collaborative selling” as your competitive advantage.
Aditya Kothadiya 