Explore Each Level
Where Are You Today?
Level 1
Vendor
Transactional Exchange
Characteristics
- Competes primarily on price and availability
- Responds to RFPs rather than shaping requirements
- Treated as interchangeable with competitors
- Reactive communication — waits to be contacted
- Focuses on product features, not business outcomes
- Accepts every meeting and every opportunity
Typical Behaviours
- Discounts at the first sign of price resistance
- Spends time on unqualified prospects
- Has no Ideal Client Profile
- Cannot articulate their unique value
- Forecasts based on hope, not evidence
How to Move Up
To move from Vendor to Expert, you must develop deep domain expertise and learn to lead conversations rather than follow them.
Find out which level you are operating at
Take the free Sales Level Self-Assessment and get a personalised report with specific recommendations from the book.