Building and running sales processes and teams without experience is an expensive trial-and-error scenario! Can it be done? Sure, it has been done this way many times. Should it be done? In my opinion, no. Because…
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Sales trap: Assume you know what they want. Problem: If you assume that you know what they want or where they are in the sales cycle, then you start asking questions and giving information that may not fit with where they are at.
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Cleaning up data is expensive in both labor hours and new software configuration, data loading, as well as updating past accounts by the salespeople. The time required and the cost were a function of how many months of historical data is desired and meaningful towards future success.
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"Just tell me the price." "How much does it cost?" "All I want is your best price." "Can you just give me the price?" "How much is it?" "All I am looking for is a price." "What is your best price?" "How much?"
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We all have the ability to interpret the same situation differently. What looks like a smart risk to one person may be a dumb one to another. The Smart Risk Equation is simply a framework you can plug your own variables into that will help you draw a picture of the risks you want to take in your life.
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Capital investments are postponed. Operating costs are constrained. And, perhaps most importantly, headcount is reduced. It’s a tried-and-true response to an economic downturn.
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Competition law knows to define a “relevant market.” It comprises all those products and/or services that are regarded as interchangeable or substitutable by the client by reason, among others, of the products' characteristics and their intended use.
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Each option comes with its obvious pros and cons. I believe the decision of which route to pursue starts with what the person is asked to accomplish and what the environment looks like they will operate in.
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It’s obvious that knowing your target customer is a critical part of operating and growing any business. Defining your ideal prospect drives all aspects of sales and marketing, but also provides direction for the entire enterprise, from developing products and services, creating positioning, developing sales enablement programming, and building the organization, from people to tech stack to processes.
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budget is a scarce resource! There are always more opportunities to spend than there is budget available. And so, companies and their decision makers prioritize and spend on what brings the greatest value. Or at least what they perceive brings the greatest value…
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