Sticky customer lifecycles are the “norm” for many sales professionals. Once the initial sale is consummated, sales people assume the customer is theirs for life. All that is required is serving customers with a median level of satisfaction. All their company needs to do is not screw up. Off to hunt down the next new customer!… [Continue Reading]
Are Sticky Customer Lifecycles Really Dead in the IIoT?
Are Hybridized Sellers Unicorns?
Hybridized sellers are the future of business, let alone sales. They are rare, like unicorns. Or are they? Hybridized sellers are CEOs, business owners, sales leaders and sales reps. Hybridized sellers are systems engineers, attorneys, accountants, customer service reps and project managers. Hybridized sellers reside in all areas of your organization. They are current employees… [Continue Reading]
Top Sellers don’t have Dry Pipelines
Are your sales pipelines dry? As we near the end of the quarter, your manager is getting that bug-eyed look: her team isn’t going to make their numbers. Your manager passes on their concerns to you, as if you don’t already know what’s going on in the field or on the inside. Your sales leads… [Continue Reading]
Compel Decision Makers to invite YOU
Your selling goal is for Buyers and decision makers to invite you to their business tables. Your invitation is earned. Your invitation is achieved by becoming a go-to resource for those decision makers. Have I just described your selling strategy? I didn’t think so either. Your selling goal is for Buyers and decision makers to… [Continue Reading]
Hey Sales Hunters, Who invented Your Spear and Other Tools?
If your business model separates the Sales Hunters from the Gatherers, the Doers from the Sellers, perhaps it’s time to make these relationships more fluid, instead of siloed. If you are seeking your next woolly mammoth, or new business acquisition, it takes more than your brains and brute sales hunters strength, or your engineering nimbleness,… [Continue Reading]
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