Social Selling–March 2014 Edition
On the Nimble blog: Hunting Whales with Nimble. How I use Nimble to go from CRM to DEALS. Find out more here: http://www.nimble.com/blog/whale-hunting-with-nimble/ Photo credit: Allan Danahar
Generate the Lead–Then What?
I’m happy to recommend a new book by my friend and colleague Nancy Bleeke–all about how to have “collaborative conversations” with your prospective customers. As you know, Whale Hunting is all about collaboration, and the “Hunt” stage is very focused on the nature of the conversation–what we’ve called Progressive Discovery and Progressive Disclosure. This book […]
Is Your Market a Niche or a Crater?
Everyone’s heard of a “niche” market as one way to differentiate your company from others. Perhaps you sell business-to-business, and you sell only to schools, or to salespeople, or to entrepreneurs, or to HR Directors, or to manufacturers. Or you sell to consumers, perhaps to men, or to teens, or to lawyers or gardeners.You might […]
How Focus Builds Your Brand
Great brands are built through focus. It’s often very hard for a small company, especially a young one, to limit its concept of “who is our customer” and “what do we sell.” But trying to market all the things you might do or could do to all of the people who might use your products or […]
Ah Complacency. It’s a Killer!
Whenever you hold the position of “the best” for a period of time, you become vulnerable to many kinds of attacks. You can’t afford for your team to become complacent about your #1 position.
Do You Need a Paranoia Department?
Are you developing your products and services in concert with your customers, or are you internally focused?
Too Much Ammo?
Even when you have the best solution, if you overkill with your message you will not win the sale.
How to Lose with Rigid Rules
When you have rigid rules for customers, you will lose business.
Ten Ways to Lose . . . Even When You’re the Best
I have several clients whose products and services are demonstrably better than those of their competitors, based on independently verifiable measures.
Nevertheless, these clients do not always win their deals—in fact, when we first meet them, they are typically losing out on many deals where they offered a superior solution.
Why is that? How can that happen? If you base your sales strategy on “we’re the best,” you’re bound to lose.
How Do You Really Train Customer Service Employees?
How well you prepare customer service representatives has everything to do with your brand.
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Fatal Sales Failures: The Biggest Goof With Hot Prospects
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!”
Fatal Sales Failures: Your Opinion Doesn’t Matter
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.
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