Status quo perspective provides a safe haven for IoT business decision makers to avoid making decisions. The reason? It’s all about context. Business professionals who sell, design, develop, engineer and implement in the industrial IoT (Internet of Things) space know all about the status quo. Dedication to preserving status quo perspective is a silent, ever-present obstacle… [Continue Reading]
Why Status Quo Perspective is all about Context
Why Skeptical Technical Decision Makers Intimidate You
Admit it, skeptical technical decision makers intimidate you. So you avoid cultivating them as clients. When you do that, you dismiss and marginalize yourself professionally. That’s not a healthy professional perspective. Bottom line: Technical decision makers make you feel “less than” smart. I’m telling you right now: you are not stupid. So let’s explore your… [Continue Reading]
Become a Sales Braniac
Are you a Sales Braniac? Today’s buyers and decision makers are not looking for more information. They can easily access this online. Today’s buyers and decision makers are looking for relevant and valuable insight. That means moving yourself out of order-taker mindset. Dare to become a sales braniac! How many of these habits do you… [Continue Reading]
Socially Engage Your Customer
Social engagement advances your company’s social influence. Social influence creates a solid digital footprint for your company. Social engagement creates dialogue. Is your social selling strategy one-sided or is it the beginning of a beautiful relationship? In my May 5 MidmarketIBM post, I stressed the importance of social influence on business development outcomes. There’s more involved…. [Continue Reading]
Use Your Buyer Checklist
I created a Buyer Checklist for you. This buyer checklist isn’t a quick fix for sloppy or unrealistic selling and forecasting habits. It’s a guideline for you to use in your account entry strategies. This is the final post of this week’s 3-part series on buyer skepticism. Let’s review what we have learned. Today’s Buyers… [Continue Reading]
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