Is a single tweet, YouTube video or Facebook post good intel for selling? Possibly…but it’s far more informative when you look at the aggregated picture. I recently did this and gained some great insight that can be used to facilitate the sales process. While it’s reasonable to assume that not everyone jumped on the social media [...]
Archive for the ‘Strategic Selling’ Category
Who Is The Expert On Your Customer?
Posted in Sales, Strategic Selling, tagged Sales, Strategic Selling on December 22, 2009 | Leave a Comment »
You or your competitor? You or your customer contacts? (The 90/10 rule tends to apply: most people know 90% of what goes on in their department and 10% in the rest of the company). This is a quick blog. In a complex, multi-layered sale, there is a direct relationship to your ability to close the [...]
What Are You Inspiring Your Employees To Do?
Posted in Business, Employee Engagement, Leadership, Management, Strategic Selling, tagged Business, Employee Engagement, Leadership, Strategic Selling on August 27, 2009 | Leave a Comment »
In today’s market with a challenging economy and in most cases, a slow down in sales, a sales team will take its cue from its leadership on where to spend its time. The easy messaging is to go out and sell, which may simply be a means to communicate a disconnect between corporate wants and [...]
Overcoming Commoditization Through Effective Selling
Posted in Commoditization, Sales, Strategic Selling, tagged Business, Commoditization, Sales, Strategic Selling on May 1, 2009 | Leave a Comment »
I believe that some companies are unnecessarily commoditized in their market. Value comes from how you sell, not always from what you sell. However, experience alone will not drive optimal results without a sound account strategy. A well-designed strategy gives you greater control and it will help you avoid commoditization. Companies can avoid commoditization by [...]
