October 28, 2011 – 7:23 am
As my friend and business associate knows, the snarky title of this post is said with a smile… He IS, however, a little off on his reasoning in a recent post of his own. He begins by saying,
“Engaged in friendly, spirited banter with a business associate the other day. We had just returned from a [...]
September 9, 2011 – 7:55 am
Know your customer! Great advice. It’s essential for success. But… Even though it’s necessary, it’s no longer sufficient.
Let’s say the arrow to the left represents all of your customer’s people, processes and resources. “Stuff” goes in the left side of the arrow, gets processed and then products and/or services come out the right. (See Michael [...]
Everybody knows that solving the customer’s problem is the key to making the sale. That’s most certainly true. Remember though, that huge advances in technology, communications and knowledge management have made many types of problem-solving a whole lot easier. Issues that used to occupy a senior, highly paid engineer are now handled by a rookie [...]
CEO of The YPS Group and Dreamland Interactive co-founder Todd Youngblood shares his perspectives on solving the prospecting problem. It’s about establishing relationships with executives, of course, but more. It’s also about creating a body of valuable knowledge the search engines love.
When all is said and done, however, one item really stands out. We all [...]
Customers are a demanding bunch. They have to be because of the intensity of the competition they face and the fact that their customers are just as demanding. It puts a sales pro who genuinely cares about the customer in an odd situation because…
They really don’t care about you. They [...]
It’s very easy to forget sometimes, that the folks who support our sales efforts have a whole lot of knowledge and skill. This episode of the Sales Thinker Radio Show explores a few of the things they have to offer.
Some of guest Mark Howe’s ideas on using electronic tools are pretty darned creative. Mark is [...]
Think about your important contacts. Think about how much time and attention you’d really like to be able to devote to each one. The pragmatic fact of the matter is you’re forced to ignore every one of them most of the time. Ouch!!!
Like it or not, you, as an H-Rep (a Human-Rep) cannot be in [...]
Had a lunch meeting with a sales exec this past Friday, a prospective client. A colleague brought us together and it was the first time I’d had contact with the man. Ever leave a meeting and have this feeling that the other person was somehow different/unique/better in some way, but couldn’t quite put your finger [...]
It’s a Saturday. It’s past 5:00 PM. I’ve been locked up in an orchestra rehearsal room with eight other unpaid compatriots for the last seven hours. That was after two hours of prep at home this morning. It was an “extra” meeting of the Cobb Symphony Orchestra Board of Trustees. We’re in the midst of [...]
Bear with me through just a tad of fundamental economics. It’s a needed foundation for being honest with yourself about my real question in this post.
If you were mildly hungry and loved bananas, how many would you buy if they cost $9,000 each? Lots or none? (Point #1 on the blue curve)
Same [...]
