Our customers are telling us “we want data”; not with their voices but with spending habits. Slowly but surely products that one time held magical conversations and big margins are moving into the commodity ledger. Don’t get me wrong, customers still want and demand attention on larger items from vendors, but these are fewer and far between. Shockingly activity and energy are spent …
Your Business is working just as You Designed it!
When discovering your selling strategy we should take a moment and look at what your company is selling currently, if: product based– then selling features and benefits and price are the main focus. process based– same as above plus offer service as the value proposition. outcome based– sell the brand. Selling the company brand is defined as – “THAT WHICH IS CONNOTED IN THE …
Myth about Solution Selling
As we make this journey to “Outcome Based Selling” dispelling a few myths along the way will help the recognition of what you have in place verses what you want, in order to win longer term! One of the biggies is Solution Selling. So many owners and sales leaders state that “they are outcome based since they sell a total solution”. After …
Three Selling Methods
Since today is the line in the sand for the topic of selling the greater good, I thought we would begin with the definitions of the three selling methodologies. 1. Product based selling: where the price of a good or a services, as a selling technique, is lowered in order to obtain a sale. As products become more of a …
The Purpose
Three years ago I paused on the thought “how we go to market” but more specifically what selling methodology was deployed for our technology company to win in this marketplace? What caused these thoughts where harden facts that our revenues and profit was shrinking. The lack of awareness on how Moore’s Law (faster-cheaper-smaller) caused our revenues and profit to shrink and with similar transactions and sales …