Approach to solving communication problems

It is not enough to look inside a prospective company for communication road blocks...or business practice improvements. Ask yourself "what is happening to your customer's customer"? Finding and solving problems in this communicaton area carries much more weight than solving problems internal to the prospective company...and therefore has more value to them. If you are in channel sales...this gets a bit more difficult to do...but it has been one of the keys to my success. Working for a manufacturers my entire career...my "customer" was really the value added reseller or distributor. So in this case...I was really looking for problems to solve that were being experienced by "my customer's customer's customer"! Try this and you will be amazed at how much more traction your sales presentations will get.