Ideal Clients Are Not Always Ideal
It is easy to describe ideal clients/customers as being … well… perfect. As in:– Easy to identify and find digitally– Already know they have a problem or challenge– Currently looking for solution options– Funding approved– Ready to buy While some of these attributes ARE available, they alone are not likely to sustain your growth goals,…
Limits of Product Design
It is nearly impossible to design and build a product that will sell itself millions of times over! Great product design IS important. But Sustainable and growing revenue streams are built by stories, connections, and relationships of marketing, branding, and sales professionals. Period. Revenues can be generated without them. However, the default arena is PRICE – which is heavily slanted toward…
3.5 foundations of effective sales systems.
Connect. Don’t Persuade
My acceptance into the Sales Training MBA program offered by The School Of Hard Knocks was accepted 3.5 years ago – shortly after the birth of my daughter. I continue to learn so much from this program and am enthusiastic about never graduating! Before enrolling, I had sat through countless seminars teaching the benefits of…
NO is GOOD for Business
NO is a great answer in sales! We often think about only the buyer having the ability to say no, and it often hurts our egos when they do. There is huge power in saying no to a prospect. I recommend it be done with professionalism, some empathy, and at least a hint of rationale.…
Clarifying Business Terminology
Bringing a sense of humanity to Marketing, Selling, and Leading.
Modern Sales Is About Facilitating The Purchase
The most important thing to remember about sales is that it is both a process, with a definite start and a finish, and an art form with endless opportunities for expression. Thanks to the popularity of the Internet; the flow and availability of information dramatically changed the way people buy (impacting both B2B and consumer…