Unless you do the math to prove or disprove your assumptions, you may be creating a business that can never succeed.
Don’t let your business be a victim of “terminal uniqueness” — the belief that you are so different from anyone else that none of the rules apply to you.
What can companies do to ensure that purchasing is not undermining other departments by diluting value and ultimately bringing down profits?
Business-to-business customers care about their strategies and how to execute them and their problems and how to solve them. This is why problem-oriented differentiation, or Diagnostic Marketing, is the most effective way to bring complex solutions to market.
What does your bread-crumb trail look like? Are your lanterns lit? Are you making it easy for your ideal clients to find you? (Do you even know who your “ideal clients” are, or what your “ideal marketing” tactics are?) It’s a great time to find out the answers to these questions, and boost your conscious […]
Many company executives look at the selling function as somewhat of a mystery, a black box. Because of this, the sales function is one of the last areas considered as a candidate for process analysis and performance improvement.
The sales manager can assist the sales person on two levels. Getting the “what to do” formulated (the process) and then guiding the sales person through the steps of the “how to do it” (content) with finesse.
Slightly Famous entrepreneurs are learning that in today’s world, given that most of us have an unmet need for community, one of the greatest services you can offer your clients and prospects is simply to get them together.
Developing a mutual understanding as to the cost of a critical issue or problem is a mark of a true professional salesperson. It’s the best way to prevent stalls and handle price objections before they ever come up.
We need to take a hard look at the three driving forces of commoditization…advances in technology, lack of connecting unique value to customer’s business drivers and pressure on buyers to make quality buying decisions.