Especially in the current climate, you need to be clear about what value you deliver to your customers? Which of the customers problems are you solving? Which customer need are you satisfying?
This requires focus and time to think ABOUT your business and not in your business, that comes later.
After all, every sale needs to create value for your customers. Here are a few value propositions customers like:
- Cost Reduction
- Risk Reduction
There are many more, but unless you and your team understand the value propositions for your customers you will always only sell and never really engage with your customers and deliver value to them.