Babette Ten Haken

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You are here: Home / Archives for status-quo mindset

Turning a Dinosaur on a Dime

May 22, 2014 by Babette Ten Haken Leave a Comment

How long does it take to acquire a new customer? What about expanding business with an existing customer who has pigeon-holed your company into only serving one purpose? These customers don’t want to budge, do they? Or so it seems. Account acquisition and expansion strategies are challenging. You are focused on the whole company, the entire decision… [Continue Reading]

Filed Under: Collaboration And Convergence, Customer Experience, Success, Loyalty, Retention, Human Capital & Industrial IoT Workforce, Professional Development Tagged With: account acquisition, customers, expansion strategies, prospects, status-quo mindset, sticking point

Are You A Talking Techie?

June 21, 2012 by Babette Ten Haken Leave a Comment

In April, I guest blogged for Leanne Hoagland-Smith’s Increase Sales blog series on the topic of sales people and startup CEOs who need to escape from being stereotyped as a talking head, or a brochure on legs. Sales Engineers and Engineers who sell have the same issue with buyer perception. You are regarded as a… [Continue Reading]

Filed Under: Collaboration And Convergence, Customer Experience, Success, Loyalty, Retention, Professional Development Tagged With: business development, engineers, sales, sales engineers, startup CEOs, status-quo mindset, talking heads, talking techie

An Elegantly Simple Discussion – The Entrepreneur’s Customer Conversation

May 25, 2012 by Babette Ten Haken Leave a Comment

This morning’s coaching session with some talented technical and business entrepreneurs focused around talking to customers. So what else is new? Well, customer conversations are new. They are not a “pitch”, they are not just a value proposition, and they are not about you and your product and your solution. There’s an anthropology to these… [Continue Reading]

Filed Under: Collaboration And Convergence, Customer Experience, Success, Loyalty, Retention, Professional Development Tagged With: business development, cross-functional mindset, engineers, entrepreneurs, status-quo mindset, technical/non-technical collaboration

The Fable of the Funnel of Doom

March 21, 2012 by Babette Ten Haken Leave a Comment

Once upon a time, some very nice engineers working for a custom manufacturer were told by their Boss that they had to SELL. Or else they might lose their jobs. The engineers tried to sell. They thought of the word “sell” as the equivalent of a four-letter s-word! They were cursed! They huffed and puffed… [Continue Reading]

Filed Under: Collaboration And Convergence, Customer Experience, Success, Loyalty, Retention, Human Capital & Industrial IoT Workforce, Professional Development Tagged With: engineers, RFP, sales, sales funnel, status-quo mindset

Working 4 Engineers or Selling 2 Engineers?

February 28, 2012 by Babette Ten Haken Leave a Comment

Regardless of where we sit at the table, we see the same things differently. Do you appreciate those different perspectives? These differences fuel collaboration, not disagreement! For those of us who generate business, selling solutions provided by engineering-intensive companies, how can you create more value for your organization that also results in a decrease in… [Continue Reading]

Filed Under: Collaboration And Convergence, Customer Experience, Success, Loyalty, Retention, Human Capital & Industrial IoT Workforce, Professional Development Tagged With: business development, collaboration, cross-functional mindset, engineers, selling solutions, status quo habits, status-quo mindset

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