Successful Selling Improves The Person First Not The Company
It sounds plausible. You focus your marketing story on outcomes you deliver for companies. Your sales team’s chatter is all about how they can improve prospect company X. They’ve improved similar companies. It’s a slam-dunk! Certainly focusing on...Cross Selling Across Product Lines
As you scale your business one of the challenges you face is to leverage the trust you develop with each customer, to sell him more products and services that he needs. It’s clearly much easier and cheaper to sell more products to existing customers than find...Serving First Selling Second
In his latest book To Sell Is Human; Daniel Pink explores the concept of serving as a more effective mindset and approach for sales professionals to move prospects. He believes we are all selling in some way today. If you are trying to move others, you are selling....To Sell Is Human- Outstanding New Book – Daniel H. Pink
Selling in all its dimensions has changed more in the last ten years that it did over the previous hundred. Most of what we think we understand about selling is constructed atop a foundation of assumptions that has crumbled. Daniel H. Pink. Oh so true. I’d like...Marketing is Your Story while Sales is Your Prospect’s Story
Marketing The first part of my assertion is pretty obvious but worth stating. Marketing today, more than ever, is about story telling. Great content tells a story about the challenges you solve and the results you achieve. This is key because it not only attracts...Operational Excellence For Exits
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