Strategic management

Translating Consultant Gobbledegook

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New entrepreneurs need start up advice in simple, direct language.  Not consultant speak intended to confuse and impress.  They have enough problems, with all the B/S they get from government agencies (who nothing about the subject), vendor marketing pitches designed to part them from their start up cash. The last thing start up entrepreneurs need [...]

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Change The Point of Competition to Control The Sale

Sales Coach

Do you position competition for your prospects, as part of your sales strategy? If so how do you that, and does it work for you? Do you focus on major differentiators or those minor points the others won’t think relevant? In the good old days we were always told not to say anything bad about [...]

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Why Business Plans Never Work

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My Business Plan never works, so why are we always being asked for meaningless spreadsheets? There is a type of business plan which makes sense, but it doesn’t have a lot to do with revenue, costs and cash. The way these pretend business people, in banking, government, support services etc. all ask for a copy [...]

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Three Essential Dimensions When Selling B2B

Sales Coach

B2B sales of services can complicated, for me at least. There are always multiple targets, and we have to find the bulls eye for each if we’re going to make the sale. B2B selling is very different to B2C and the sales process must accommodate the extra dimensions. Business Strategy In today’s controlled world businesses [...]

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Questions to Qualify the Sale

Sales Qualification

Qualification is the fundamental step in the sales process. At some point every sales guy has to decide whether the deal can be won, and whether the winning will be worth the cost. This isn’t personal – it’s business. Expert sales guys don’t chase every deal. They’ll only go after sales they can win. They [...]

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Selling What the Customer is Buying

Sales Coach

Selling what the customer is buying is the simple approach. Getting the customer to buy what the sales guy is selling is much harder. Why on earth do those motivational sales books suggest that type of pitching is the ultimate skill? It’s arrant nonsense as should be evident to anybody who ever bought something. Just [...]

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Managing the Difficult Prospect

Sales Coach

The Difficult Prospect – we’ve all got them. We can’t deal with them, and can’t make a living without them. Are there strategies we can use to control the conversation with the deals we can win? Are there tactics we can use to close or kill the ones we can’t? What’s a poor sales guy [...]

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