Today’s guest blogger is the inimitable Gini Dietrich, queen of Chicago, CEO of Arment Dietrich, and author of the wildly popular Spin Sucks blog. I’m a big believer in integration. Not integration from the perspective that you’re saying the same thing through every communication channel, but from a “breaking down the silos” point-of-view. You see, marketing, […]
Chad Root discusses why marketing should not be left to your sales department.
Recap of week one of Fatal Sales Failures featuring five great sellers on their worst mistakes and how they learned to avoid them.
Occasionally my sales fantasies turn into realities. When it happens, it’s so
easy to be seduced by this low-hanging fruit. Outwardly, I try to appear calm, cool and collected – a true professional. But inside, every inch of my body wants to scream out, “Take me! Take me!”
If your perspective is outbound on the customer, you need to change your viewpoint. See and understand the world from the client’s perspective, internalize what they know, observe, and live everyday and you will have potentially earned the right to express your opinion; or, offer your advice. If you have not earned the right, you are wasting everyone’s time.
Barbara Hauser explains that sales suffer when the company practices a culture of “See No Evil, Hear No Evil, Speak No Evil.”
Chris Conrey explains that it’s a Fatal Sales Failure to be rude to the “front line” people at a prospect company. Don’t let that Executive Washroom go to your head!
Announcing a guest blog series on “Fatal Sales Failures and How to Avoid Them” featuring prominent bloggers, tweeters, sales experts sharing their stories.
But it frightens me how many small to midsize companies behave like ostriches when it comes to a serious evaluation of their social media strategy.
A lot of The Whale Hunters client companies believe they are playing in a totally price-driven market. They do not see any opportunities to compete other than on price. When they lose a deal, they assume they lost it on price.
The problems with that zero-sum game are that there are always limits to how low the market can drive prices (before vendors abandon the market) and that every vendor is vulnerable to price-cutting by any competitor at any time.
How you behave when you lose a sale reflects on the character of your business.
Tactics that seem to be customer-friendly can really backfire if you imply service that you don't intend to deliver.