"We have all read articles on “consultative selling,” and at Fishbowl we have taken it one step further by removing the “selling” portion. - David K. Williams"
It is refreshing to read about a company who has taken a different path. Fishbowl has learned and appears to fully understand focusing on the buyer's journey leads to trust, which builds loyalty, and then leads to increased revenue.
Exactly how they build in story into their presentations is difficult to gleam from the article, yet reading between the lines, even their presentations are focused on the buyers complications and needs. Actully helping the buyer build their own story from beginning to end. Walking along side them to help solve their needs, they are not there to sell.
Perhaps they have a great product to sell, yet when somebody is hitting it out of the park on revenue growth, one has to stop and consider, what else have they changed in their sales method.
Read on for ideas around how Fishbowl has revamped their sales efforts to make sure the customer is the hero. I for one will be watching for future articles to bring to your attention.
It is interesting the above image has a caption, "Learning to create sales superheros..." Viewing from the outside, the Fishbowl sales team is focused on the buyers journey, it is not about the product, it is all about how to help the customer succeed. Thus the customer is really the hero in all of their stories.