You’ve chosen your keynote speaker. Now it’s time to make sure everything is on track for you to get the speech you deserve. As the client, you are responsible for all of the physical elements of the experience; the speaker is responsible for the content, to make sure your audience takes away what you want […]
There has always been a divergence between how seller’s sell and how buyer’s buy. That problem is the bane of a sales professional’s existence. For decades, I have been closing that gap by training the Buying Facilitation® model I’ve developed to sellers to help buyers facilitate their beginning-to-end buy path – from • idea, to […]
Sales professionals currently call themselves Relationship Managers. What does this give us that we didn’t have as sales people? Does it change our jobs? Nope. We just expect to be perceived as more caring, or more professional. Here’s the problem: sellers do a fine job of understanding need, presenting solution data, following up, and closing. […]
Your solution, your marketing, your service all promise your customer something whether it’s stated or not. But do you know the promises you are conveying? Do you know if your marketing, branding, SEO, and sales efforts are consistent with your value proposition? Take a look at your website with fresh eyes. Is it congruent? Consistent […]
You’re having a conference. You want to keep the troops happy, inspired, creative. You’re thinking of bringing in a keynote speaker. But is that the best choice? Obviously there is the cost, the time to vet the proper one – do you use a speaker’s bureau or use referrals? – the resources needed to set […]
When you say you’re a relationship manager, what do you mean to convey? Are you offering a different skill set as a relationship manager than you would as a sales professional? For just a moment, consider that your job is, net net, to help buyers choose your solution over the competition and keep them happy […]
Do you know exactly who your competitors are? How many are in your price point, or value point? How do you compete with them in a way that differentiates you? Competing on the value of your solution makes your value proposition seem like everyone else’s, so to be competitive you must go a bit out […]
How will you choose your next keynote speaker? From Google searches? From recommendations? From a speaker’s bureau? You need the right speaker regardless of the route you use to find him or her. This article discusses what a speaker’s bureau provides. WHO DO THEY REPRESENT? Only a small percentage of keynote speakers are represented by […]
The term Relationship Manager came into being when companies no longer wanted to call their sales reps ‘Sellers’. It’s the acceptable term now, and means to denote a service provider who gives special attention to clients. But is it so special when everyone calls themselves a Relationship Manager regardless of the level of care they […]
You think you offer good value. You work hard at making sure your value proposition is professional. Yet you aren’t differentiated from your competitors. Do you know why? Because everyone else in your field is doing the same thing. Here’s how you can differentiate yourself. Make your value proposition your ability to facilitate buyers through […]
