Thursday, February 16, 2017

Business Strategies Based On Sales Models Limit Growth

Business Strategies Based On Sales Models Limit Growth

Are you a CEO whose company implements a sales model as its underlying business strategy?  Does it provide a comfort zone that enables you to focus on the transactions that populate your P&L rather than continually nurturing the health of your customer and market portfolios?  Do you have the necessary knowledge, belief, patience and risk tolerance to invest in a growth strategy?

Growth Strategy Matrix

Are your marketing people really marketing assisted selling tacticians who create content, run promotions and  coordinate events instead of leading the growth strategy?

What level of marketing competency has your company achieved?
  • Marketing novice
  • Marketing apprentice
  • Marketing practitioner
  • Marketing master
What level would you like to attain?

Wednesday, February 15, 2017

Are Your Sales Reps Emotionally Involved?

Emotionally Involved Sales Pros Win More Big Deals More Quickly. They Also Earn Repeat Business And Referrals.

Emotionally involved sales reps are better equipped to differentiate themselves. It starts when they invest time researching a business and its power base prior to making contact.  The knowledge gained enables a solid customer-centric conversation, which sets the stage for a prospect to ask how your product or service can provide the value and benefits they need.  This knowledge can be weaved into your proposal and price negotiations.

Emotional attachment continues after the sale and throughout the customer relationship cycle.  As customer ambassador, the sales rep ensures extraordinary support and listens to customer ideas for product/service enhancements, new products and services, and suggestions for improving your touch points and making it easier to do business with your company.

When sales reps have a lot invested, it is more difficult for them to give up. What are your chances of real success, if you can't get emotionally involved?

Tuesday, February 14, 2017

The Top 20% Ask For Customer Feedback

How Do You Receive Customer Feedback?

Why don't companies request feedback at each stage of their customer relationships?  Is it because they fear negative feedback and an inability to deal with it?

Why wouldn't a CEO want to understand how their company is performing at each touch point along with how their product or service lives up to its brand promise?

Without this knowledge, how can you expect to continually improve and generate the profit that you think you deserve?

If you measure repeat business and referrals as KPIs, but you are not achieving these goals, why aren't you asking for feedback?  In person quality reviews and online surveys are great tools for gaining insight and for building a raving fan base.