Zero Sales

Zero Sales is a theory about creating value. The more you can demonstrate your ability to create value in business, the more likely that you'll be successful. This applies to internal co-worker relationships as well as external relationships like partners, customers, and vendors.

In today's complex business environments, the fastest path to creating value is in the identification of business challenges and the thoughtful prescription of solutions. In Zero Sales, the salespeople do not go away, and neither do their revenue targets or their ability to achieve them. In fact, you will likely find that both targets and achievement go up. What goes away is "selling."

As I have said many times to those who have worked for me, "If the buyer feels like you are selling something to them, you're doing it wrong."