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Browsing Category "Blogs"

Under-promise and over-deliver? Stop.

One of the first things B2B salespeople are taught: Under-promise and over-deliver. It seems like a solid strategy –who doesn’t like it when their Uber arrives two minutes earlier or the flight lands half an hour earlier? The idea that […]
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Avoid the horrors of sales training.

When your solution salespeople dread attending sales training and find any excuse to not attend, it is time to re-evaluate how sales trainings are conducted. Likely, the content is relevant and important to salespeople, as well as to the business. […]
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Business Case: Seal the deal.

All salespeople know that they have a greater chance of closing a deal if they have influence over a buyer’s decision making process. In B2B markets, salespeople strive to “get a seat at the table.” However, most the time, solutions […]
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Required: Project Management Skills

Being in business is exciting. Whether you’re a small business owner, tech entrepreneur, or a new business leader, it is easy to quickly take action without thinking through the process. In previous blogs, I’ve stressed the importance of creating plans […]
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Don’t be fooled by competitive advantage.

Understanding your competitive advantage is inherent to the competitive advantage itself. In other words, to truly exploit your competitive advantage, you must understand what it is. Quite often, people and organizations move through the motions of business without putting their […]
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Do what you do best.

Running a business can get complicated. It is easy for entrepreneurs and small business owners to get caught up in the details of managing a business, which can lead to burnout. Entrepreneurs are typically driven with the passion of their […]
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Pricing: Where to Start?

Setting prices on emerging technology is difficult, and can be a head-scratcher for the most experienced marketers. Emerging technology poses a challenge to pricing because 1) competitor data is not available and analyst reports are expensive, and 2) early adopters […]
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Creating goals without being cliché.

You’ll notice an increase in gym and fitness advertisements at the end of December and throughout January. It’s obvious that businesses in the health and fitness industry are attempting to capitalize on the irrational behavior of people with New Year’s […]
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Marketing strategy is the basis to sales.

Earlier this month, I shared some insight around a sales tactic that builds to the discussion around a product or service. Solution selling or innovation selling requires a consultative approach, which can be taught through “People, Process, Product.” Consultative selling […]
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Creating the Startup Sales Team

Having people in your company who can influence others, motivate people, tell stories, and close on next steps are important. Businesses need salespeople, particularly in the B2B markets where the product or service costs are relatively high (think solution sales.) […]
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