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]
Turning a Dinosaur on a Dime
5 Strategies for becoming a Sales Expert
“The most successful people are the ones that become experts in their field. What measures can a salesperson take to become experts in their craft? Any ideas?” My colleague, Don F. Perkins of Mindmulch, posed this question to our Tribe the other day. And it’s a good question that needs to be asked. Constantly. My… [Continue Reading]
Are You A Talking Techie?
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]
An Elegantly Simple Discussion – The Entrepreneur’s Customer Conversation
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]
The Fable of the Funnel of Doom
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]
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