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Prospects are People not Companies – B2B Selling

Prospects are People not Companies – B2B Selling

by Ian Smith | Aug 17, 2015 | Sales Process, Sales Tips

The most precious commodity a sales professional enjoys is time! Where you choose to spend that time is the difference between success and failure. Your sales process (I use Prime – Diagnostic Questions) should demand that you understand the value proposition you...

My Experience with the Prime Process and Diagnostic Selling

by Ian Smith | Jun 30, 2011 | Sales Process, Sales Tips, Selling

It was in 2005 as our software business was posting solid results that I pulled together our senior sales team for a review. We had successfully implemented the Sandler Sales System with help from a local Massachusetts training company who helped really sharpen the...

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Recent Posts

  • M&A Success – The Secret Sauce
  • Increasing the Market Share of Your Customer’s Spend
  • Fractional Senior Management – One Solution to Scaling
  • Deploying Competitive Value Propositions
  • How To Create A Customer-Focused Business (in a B2B world)

Our Books

Scaling Organically – Why we’re hired

Business owners (Family & PE firms) reach out to us when:

  1. Their business is not scaling.
  2. Their management team bandwidth is stretched.
  3. Family succession has failed.
  4. A deal has failed to deliver the required price.
  5. A repositioning of the business is essential for survival.

Acquisition Support Services – Why we’re hired

The Board recognizes the following:

  1. The need for a methodology that finds and successfully integrates targets.
  2. Deals are being lost to competitors.
  3. Management bandwidth is stretched and can’t handle Corporate Development duties.
  4. Sellers don’t view the acquirer as an attractive option.
Smith Report
  • M&A Success – The Secret Sauce

    M&A Success – The Secret Sauce

    November 24, 2019
    The WSJ recently published a great summary of the worst deals in history titled, “How Bayer-Monsanto became One of the …Read More »
  • Increasing the Market Share of Your Customer’s Spend

    Increasing the Market Share of Your Customer’s Spend

    November 15, 2019
    Over the years there is strong evidence to suggest that increasing market share drives higher profit margins. Certainly, if increased …Read More »
  • Fractional Senior Management – One Solution to Scaling

    Fractional Senior Management – One Solution to Scaling

    October 28, 2019
    Over the last 10 years, I’ve built The Portfolio Partnership (TPP) on the basis of a simple value proposition. The …Read More »
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Twitter
Ian
Ian
@IanDSmith

If it’s good enough for us: Executives spin off internal IT efforts into viable businesses ow.ly/Q7WT50uXrC0 via @WSJ Marketing an internal software service to the outside needs its own strategic plan!

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9:24 am · July 10, 2019
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Ian
Ian
@IanDSmith

Eleven votes seths.blog/2019/06/e…

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9:46 am · June 22, 2019
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Ian
Ian
@IanDSmith

Great week in Albuquerque at the National Senior Games - ran seasons best M60 - 400m - 59.74 - 4th in the final - ranked 6th in the world rankings - the US is loaded at this event! @SeniorGames1

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11:44 am · June 19, 2019
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Ian
Ian
@IanDSmith

Semiconductor Supply Chain - Take a look at @Mycronic solutions - RT @mrsi_systems: Challenges and Solutions for Bonding Ultra-Small Ceramic End-Terminated Capacitors mrsisystems.com/2019… pic.twitter.com/uWos…

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10:36 am · June 18, 2019
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Ian
Ian
@IanDSmith

RT @DanielPink: How to lead more effectively, via @Neil_Irwin: "One of the strongest predictors of success for middle managers was that they held frequent one-on-one meetings with the people who reported directly to them.” nyti.ms/2WHuJ6v

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10:32 am · June 18, 2019
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Ian
Ian
@IanDSmith

China’s Huawei expects a $30 billion dent in revenue—for the first time quantifying the potential impact of the U.S. blacklisting wsj.com/articles/u-s… via @WSJ - Interesting 16% of the $70 billion procurement is sourced from the US - that's a big hit to US businesses

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10:28 am · June 18, 2019
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Ian
Ian
@IanDSmith

Salesforce’s all-stock deal, with an enterprise value of $15.7 billion, is aimed at expanding the business-software firm’s digital offerings. wsj.com/articles/sal… via @WSJ - Now strategically I get it but a price tag of 39 times sales! (Even SF is only at 7 times sales value)

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1:08 pm · June 10, 2019
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Ian
Ian
@IanDSmith

Investors have given an unenthusiastic welcome to Infineon’s $10 billion acquisition of Cypress Semiconductor. Here’s why. wsj.com/articles/thi… via @WSJ

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12:56 pm · June 4, 2019
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Ian
Ian
@IanDSmith

Getting into shape nicely for the National Senior Games @SeniorGames1 in 2 weeks 60.78 400m M60 #3 in US rankings - & 27.77 200m at todays Battle Road track meet

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8:18 am · June 2, 2019
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Ian
Ian
@IanDSmith

Seth on culture - Of course they’re wrong seths.blog/2019/06/o… my 2 cents - culture is a corollary of behavior-eg if leadership insist on meetings starting on time and trapping actions - that is the culture

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8:12 am · June 2, 2019
Twitter
Ian
Ian
@IanDSmith

Globalization’s next chapter bit.ly/2Xl6HPM via @McKinsey_MGI - "The final big change in globalization increasingly, is regionalization. Trade within regions like the EU-28 or the Asia–Pacific region is growing much faster than the long-haul global trade"

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11:54 am · June 1, 2019

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