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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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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 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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Be valuable by being interested –People, Process, and then Product

Repeatedly, I observe sales reps spending more time discussing price and pushing product, rather than understanding a client’s business and the root necessity for the product or solution the customer is inquiring about. However, with B2B customers empowered with the […]
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Can you answer why?

“Why should I sign off on this proposal,” says the customer. “…” sales team. “There’s a 40% discount if you sign this quarter,” says the sales team. If that happens in a sales meeting, your company’s go-to-market and sales strategy […]
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Use these tools to gain followers –and a competitive advantage!

We’re used to giving things away for free in the independent music business. The idea behind it makes sense: if you give away your music for free, via a download, stream, or physical CD, you have a better chance of […]
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