Strategic Positioning
Different Orientations Solve Different Commercial Realities.
Sales Orientation™ doesn't replace marketing or motivation; it completes the commercial ecosystem by defining the human operating discipline.
Marketing Orientation vs Sales Orientation™
"Marketing builds the value proposition. Sales Orientation™ gives it human meaning within the sale."
Starting Point
Marketing Orientation
The market and segment needs.
Sales Orientation™
The opportunity and human interaction.
Value
Marketing Orientation
Company and product focus.
Sales Orientation™
Salesperson + Company + Product.
Role of Sales
Marketing Orientation
Communicating the marketing value prop.
Sales Orientation™
Adding human value and raising awareness.
View of Customer
Marketing Orientation
A potential customer within a target market.
Sales Orientation™
A sales opportunity until genuine fit is established.
Objective
Marketing Orientation
Creating demand and preference.
Sales Orientation™
Building acceptance, trust, and reassurance.