On multiple occasions Lew would say, “Being reliable to our customers is one of the best sales tools we have.” He learned that from Bill Hewlett and Dave Packard, practiced it and passed it on to his employees. While it sounds obvious, the extent to which HP would go to deliver on commitments was what earned it the awards, in the 1980s, as the best sales and support organization in the industry. ...
In B2B selling you will likely have an opportunity to compete for business with a customer who didn't choose you the first time. Knowig that, it's important to know that you aren't the only one who learns from your failures. Customers also learn when you fail and what they see can be the difference between getting that next opportunity or not. See how to ensure you get that next opportunity....
Being accountable for an outcome is just part of being in sales. Being "Unreasonably Accountable" is the way incredibly successful sales people take the leadership role in any sales situation. When the unexpected occurs, great sales people first ask "What could I have done differently?" and "What can I do, within my control, to change the course towards a win?" Finding this trait in you takes self reflection and sometimes a good kick in the pants....
