The simple problem with most B2B complex sales management is focus on measuring and rewarding the wrong thing, closed sales. Riding your team to close more business is like yelling at a player to run faster. It feels good at some level, but it rarely results in a faster time or more money.
If you want […]
After a prospect decides to become a customer, especially when it's a big decision, what do you do next? Do you jump up and down for joy, say Thanks!, rush out the door to call your sales manager, or do you reinforce your new customer's decision and reassure them they've done the right thing?
I […]
Believe it or not, sometimes a dead product or service can come to life by raising its price. Let me say it again. If you have a product or service that isn't selling, it may be priced too low.
Price does several things to people. Beyond the economic effects of pricing, there […]
This weekend the New England Patriots attempt to extend their undefeated season against the Pittsburgh Steelers. The Steelers are confident they can win, ending the Patriots march to NFL legend status and a 19-0 season.
How confident?
Confident enough for a Steelers defensive back to guarantee a victory. Sort of. […]
We've all have heard of the importance of a guarantee. Yet, guarantees are underused, overlooked, and misunderstood in B2B complex sales. So, with this post, I'm opening a three post series on guarantees and their use in closing sales.
In this first post I'll correctly position guarantees and set the stage for […]
Fear is a powerful motivator.
Without doubt, there are things each of us wishes to avoid. Be it fear of loss of money, opportunity, position, advantage, etc., we all have something we fear. Fear is and will forever be a powerful motivator and marketing angle to consider.
I have a concern with […]
Let’s talk opportunity.
Look around. You may not immediately see it, but the world is full of opportunity.
Look closer - at your market. See what everyone is doing? It’s wrong.
Odds favor that whatever your competition is doing to build their business is exactly what you shouldn’t be doing.
Why?
Because everyone is doing the same thing. Boring. Unimaginative. […]
In school we're taught to answer questions. Getting 100% on a test, being first to raise your hand, and writing the correct answer on the board generally means you're the smartest kid in the class.
But is it the answers we have or the questions we ask that truly demonstrate our understanding?
Demonstrating understanding of your […]
I just participated in a webinar about PR, it was ok. I took exactly five notes over a one hour presentation. What prompted me to mention this was the close of the call. The host offered an information package of DVDs, ebooks, etc. at a fraction of the cost normally offered - […]
Try to find a business person that says they don't value their customers. It's not surprising you can't find one, everyone values their customers.
Or do they just say they do?
Valuing your customers is little different than loving someone. Saying it isn't enough.
For most, saying you value your customers translates to […]