Last week I was asked to comment on a query from a new sales manger who wanted to know how best to establish himself as a leader when moving into his new role. I recently wrote a post of ‘leadership vs management’, but his question prompted me to respond more specifically with respect to a sales […]
Sales Managers LEAD! Read More »
If you are trying to work out your Unique Selling Proposition, STOP! By the time you have it defined, whatever ‘it’ is, ‘it’ will no longer be unique. And what’s more, your customers don’t care. In today’s business world, ‘unique’ is not only difficult to define and explain with any level of credibility, it has
Is there value in your USP? Read More »
Business people are now looking for B2B relationships that add value and ‘cut to the chase’. They have no time for idle pleasantries and this is great news for those in sales who know how to bring real value to a relationship. In B2B sales, a relationship is both personal and professional, and ultimately it
How to bring real value to a B2B relationship Read More »
I have been a student of business strategy for most of my 40 year career and have seen fads come and go. But even with this background I was surprised to read in recent Harvard Business Review articles that: Corporations spend on average 7 months of the year in strategic planning, and There are now over 80
Are We Overthinking Strategy? Read More »
Product, Price, Place and Promotion. These have long been the 4 pillars of marketing, but are they still relevant? Putting the right product in the right place at the right price with the right promotion meant you would have the greatest chance of marketing success, does this still ring true? Focussing your marketing on the
Are the 4 P’s of Marketing Still Relevant? Read More »
To be successful, salespeople need a healthy dose of both ego and empathy. Ego to pick yourself up after the inevitable falls and move onto the next opportunity believing in yourself. Empathy to take a walk in your clients shoes and understand what real value means to them and how it can be delivered. These
7 Deadly Sins of Selling Read More »