So what’s the lesson? The asset is a customer walks into your office. How much more of an asset do you want? So don’t blow it by getting in the way. Leverage that asset by being a human being with them. Be present. Give them freedom. Don’t take it away.
Anthony Iannarino on the topic of how to avoid commoditization.
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.
Isn’t thought leader just old biz jargon? After all, the term’s been knocking around for years, like “headhunter” and “game changer” and “team player.”
But no, for a B2B company today, being known as a thought leader demands your attention. And fortunately, through social media, becoming a thought leader gets easier for small and midsize companies than ever before.
Today’s guest post is from Jill Konrath, best-selling author and sales guru. The article first appeared in Jill’s blog and we are publishing it here with her consent. In the movie Jerry Maguire, when Tom Cruise is in the midst of his proposal to Dorothy, she stops him with, “You had me at hello.” Every […]
Today’s Guest Blogger is Joseph Olewitz . Joseph has been there & done that in the area of new business development. In addition to being CEO and Principal Consultant at 22nd Story Strategies, Inc., Joseph currently shares experiences deriving from years of pitching large professional services deals on his Intentional Growth blog. As I […]
The Whale Hunters Expert Series call on Wednesday, November 17, features a discussion of how to sell large contracts to the biggest of all whales–the United States government. My guest is Major General Vincent E. Boles, U.S. Army, ret., who was commissioned second lieutenant of Ordnance in 1976 and was selected as Brigadier General in […]