Context Matters
The world is changing and the sales cycle has become more complicated and dynamic. Bringing context as well as content into sales discussion is rising as a key understanding needed to effectively and efficiently engage with potential buyers.
For B2B companies today to keep up with how they can better serve their markets and buyers, context is highly important. It hinges on the ability of a salesperson to understand each unique buyer or current customer so well that they know exactly which portion of content should be applicable to them. This context creates meaningful conversations with prospective clients and long lasting returns on the customer loyalty and sales performance.
Recently, our partner, MHI Global had shared their insights on Contextual Learning gleaned from the MHI Sales Best Practice Study.
There are many different types of context that are relevant to sales:
- the salesperson’s personal context
- the selling context that is unique to the sales organization
- the customers’ situational context
- the environmental context in which salespeople and customers operate
Generic sales training can be effective, but when sales training services reflect all layers of context, from the personal to the environmental, salespeople are better equipped to apply new knowledge and behaviours successfully to unique selling scenarios.
Download MHI Research Institute’s “Sales Training: Contextual Learning”research note and learn:
- Why Contextual Learning Matters
- What are the Contextual Learning Elements
