Then it happened – his words: “This camera is also perfect for ladies!” he exclaims. Which, as you might imagine made us both very curious – Is that because it is small and fits the woman’s hand better? Is it because it is the right color (silver) and more popular with women? Or, what made it “perfect” for women – so we asked him.
Category Archives: Sales Strategy
First-Line Sales Managers: Make it or Break it
I’d contend that first-line sales managers are the key success factor in achieving sales results. Great sales managers will hire the stars, they’ll fire the dogs, and they’ll manage the team in such a way that the talent is well-developed and the results are attained – consistently!
Don’t Go “All In” Until You See Your Whole Hand
First, let’s take a look at Consultants R Us’ completely dysfunctional opportunity assessment plan: Consultants R Us has no common opportunity qualification screening criteria to determine whether an opportunity is actually worth pursuing. They pursue any and all opportunities most likely because the entrepreneurs who came before them made their livelihood as rainmakers without many […]
Why Play if You Won’t Win?
I was coaching a team at Andersen Consulting several years ago that was sent a “blind” RFP from one of the largest Consumer Packaged Goods companies in the world. This was likely a $60M + opportunity and the pursuit team was intent on bidding for the work.
Client Segmentation – How to Get Started
A proactive, well-defined, and well-communicated client segmentation strategy that gives the organization the guard rails that dictate the organizational behavior in selling and serving clients accordingly. Some key steps in the process.