Those pesky competitors! They seem to show up in every deal and exactly at the wrong time too. Also, the numbers of competitors is multiplying at an alarming rate. You need a strategy to beat them and you need it quickly. Start by analyzing your competitor from your customer’s perspective. In other words, how does ...
4pm on a Thursday, and I was sitting in my car outside Starbucks. It had been “one of those days”–the kind I’m sure you’ve had as well: phone call after phone call followed by a meeting and then more phone calls. There was just one more call parked between me and that latte I really ...
Finding Meaning in Life as a Salesperson In our first article in this series we posed the question: Can salespeople find meaning in their lives? Now let’s look at how society views salespeople, how this must change, and how salespeople can overcome it. The Mental Model There is something called a mental model, through which ...
In the pursuit of enterprise opportunities, sales cycles can certainly be lengthy. It can take months or even years before an enterprise sale comes to fruition–and along the way risk, uncertainty and doubt can increase. So also do the significant organizational investment costs of such opportunities. The most obvious impact is usually the financial one–but ...
3 Simple Strategies To Win New Business About a month ago, had a potential client reach out to me (and about 78 other speakers) regarding a motivational keynote speaking opportunity. Okay, he really did not reach out to me, it was more like a blanket call for speaking proposals, a rather impersonal request. He was ...
Customer experience (CE) and its management (customer experience management CEM) is a highly volatile and subjective concept that is extremely difficult to define, let alone monitor and measure. Part of this difficulty is rooted in the fact that a customer experience relies heavily on interpreting and evaluating responses that are internal and extremely subjective. Consequently, ...
In the early stages of the pipeline, we spend an enormous amount of energy working with our clients. At this time in history there is a huge demand for customer attention. To attain those first precious impressions and to build relationships, we are fighting to get in front of those buyers and replace their incumbent ...
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