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Startups who sell to large enterprises often find "selling" a challenge. I recently observed a classic example. A startup went from near failure to solid turnaround in less than 12 months by identifying and addressing five key sales issues. This...
Last week a collaborator of mine suggested he had a pulpit he would sell me. Yes - I was on my soapbox again! I despair when I see salespeople wasting their prospect's time by pushing product rather than creating value - trying to 'take...
Enterprises have dramatically changed their buying practices in recent years. Have you changed your sales approach accordingly? Buying organisations are much better informed. They do not want salespeople educating them. They don't want to spend time...
Salespeople and company consultants are building strong personal brands that help them drive sales and revenue for their company. This workshop presentation explores the value to a company of the strong and aligned personal brands of their salespeo...
A recent survey of 185 organisations found that 60% had flat or reducing revenues last year. Why? And what were the 40% doing right? The survey by Peter Strohkorb Consulting examined the role of both marketing and sales and how effectively they wor...
What are you like at forecasting? Sometimes a little guesswork? Too many decisions slip? Forecasting is directly related to managing your pipeline. And managing your pipeline is all about progressing your opportunities through the pipe to the clos...
We are all being told that salespeople need to gain better insight into their customers business. We are told this insight will help a salesperson to create better value for the customer by enabling the salesperson to develop and present more focus...
According to Carpe Diem "Only 9% of Australasian B2B ICT sales reps display best practice". A white paper just released by Carpe Diem Consulting raises some interesting questions about the practices of salespeople. It also raises some key misconc...
Mary Meeker's latest Internet Trends has just been released. This is good insight and support content for many Salespeople particularly those selling in the technology and marketing space. Note the explosive growth of Mobile and Content (data and dig...
When the IBM CEO Ginni Rometty recently blamed her sales force for missing the company's results it should ring alarm bells for salespeople. (Photo of IBM CEO from Wikipedia) It seems that the B to B salesperson is being disenfranchised. Advances ...
Best Practices at Leveraging Relationship Value By John Smibert (www.custell.com) I am often asked about 'best practices' relative to leveraging relationship value. At a recent executive meeting I witnessed the outcome of the application of relati...
Boosting client engagement capabilities. The Issue? Enterprise and government buyers have made significant changes in the way they buy in recent years. And yet many companies have not yet adapted to these changes. As a result they are losing a lot ...
"Innovation is the lifeblood for sustaining business relationships" - Tony Lendrum. Tony Lendrum is a world class authority in enterprise partnering. In his book 'The Strategic Partnering Handbook he states that "Innovation is the lifeblood for susta...
Many corporate marketing messages depict their company as 'Innovative'. Most don't live up to this marketing hype! Innovation for most companies is the key ingredient required to survive and grow and deliver more value to stakeholders. And yet m...
Customer Retention & Revenue Growth Strategies for Service ProvidersCustomers will be loyal to service providers who behave as a valued 'partner'. What does it mean to be a valued partner and to earn customer loyalty? To answer this quest...