When you look at your customers, or potential customers do you look from the inside or the outside. If you’re doing it right, you’re looking from the outside in.

What does your customer want? What is your prospect thinking? How do they compete in the market place? How is their business or life affected? What frustrates them? What competitive disadvantages do they struggle with? What is the world they contend with?

Most sales leaders, managers, companies look from the inside out. How much did we sell? What did they buy? How much do we need to sell? How much more can you sell? When are they going to buy? How fast can you sell it?

Metrics are important, but not if they get in the way of looking from the outside in. Getting sales starts from the outside.

As a customer, don’t you want it that way? I do!