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 […]
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 […]
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 […]
Customers don't care about you or your business. In humanitarian terms many do, but not in business terms. Customers care about themselves - their needs, their wants, and their desires.
Knowing this, you need to tell your story from their perspective. Tell them what they get from being your customer, tell them how they gain, […]
On the afternoon of November 19, 1863, Abraham Lincoln spoke 268
words that live to this day and long thereafter. In slightly over 2
minutes, he defined the Union, democracy, and established the
perspective of fallen soldiers. He rallied a country and gave meaning
to the challenges ahead.
He did all that in 268 words.
Why would you ever need more […]
I tend to avoid sales people like the plague. I always have. Yet, I've spent a highly profitable and good portion of my career either selling or managing sales teams.
But I really can't stand being sold. And too many sales people focus on selling the customer (being sold) as opposed to […]
Surfing the NET, I came across an interesting site that allows consultants to register their services in a free directory. It?'s not that interesting a site and has nothing to do with the point of this post. But it's where I found this:
Taking a proactive approach to finding the best possible funding source […]