Like every group who brings in a keynote speaker, your needs are unique. You want someone to motivate your successful team to be even more successful; you want new ideas to excite the imagination of a newly formed team; you want a subject matter expert to incite and inspire a group moving on to new […]
If your value proposition is your solution or service, you are not differentiating yourself from your competitors. Why not offer a critical value proposition by helping buyers facilitate the behind-the-scenes issues they must handle before they can buy and help them achieve excellence more efficiently. I’m not talking sales here. Sales places solutions and you […]
You’ve done your homework: you know the exact criteria you and the meeting planners want met in a keynote speaker for your conference. You search the net and find the names of five speakers that seem to meet your criteria. Their videos are great, their topics are perfect, their testimonials proclaim them to be gods. […]
It’s official. Mainstream sales is finally acknowledging that the problem is on the buy side rather than the sell side as everyone has believed. Forbes recently published an article by Pat Spenner of CEB http://www.forbes.com/sites/patrickspenner/2013/10/21/youre-doing-it-wrong-demand-generation/ saying that a focus merely on needs and solutions ignores the buy-in and consensus management issues necessary before a purchase […]
Because the sales model is a solution-placement model and many solutions are similar, sellers often rely on differentiating themselves through price and service. Hence ‘Relationship Manager’ has become an iconic term that denotes good customer service. But everyone offers good customer service: it’s no longer a competitive point. It’s possible to pull away from the […]
Like every group who brings in a keynote speaker, your needs are unique. You want someone to motivate your successful team to be even more successful; you want new ideas to excite the imagination of a newly formed team; you want a subject matter expert to incite and inspire a group moving on to new […]
What makes you think that your value proposition will close the sale? If I give you the perfect example of one, will it make your buyer buy? Unfortunately, we aren’t there when buyers attempt to put together their Buying Decision Teams, or the management disagrees about the outcome they seek, or the old, beloved vendor […]
If you think that a Relationship Manager is merely a sales person who makes nice, then think again. I’m here to tell you that every sales person has been taught to be professional, know the competition, know the product and know how to introduce it well into the buyer’s environment. You’re actually competing with every […]
You need a speaker for your end-of-year sales round-up. You look around: they all sound terrific, don’t they? Their videos seem like such fun. Their topics are terrific. But when they get there, how many speakers deliver exactly what you wished for? And does your audience benefit as you’d hoped? Is there any way to […]
Did you miss me?? I only kind-of retired. God knows I tried. I really did. But I found myself sitting on my couch crying for days, thinking I was useless, that I’d wasted my life and hadn’t made a difference in the world. After a few days of this nonsense I had an idea for […]
