The How of Heart
I recently purchased dysfunctional products/services from three vendors who were unwilling to go outside company rules to fix the problems they caused.
Category: Customer focus
DOing vs. BEing: creating rules that put customers first
I recently purchased dysfunctional products/services from three vendors who were unwilling to go outside company rules to fix the problems they caused.
Content Marketing that Converts
“Content is king”. I’ve heard that phrase for years. But what does it mean? Does it mean that by offering thought-provoking, useful, creative information buyers will be motivated to contact you at the right time along their complete (including pre-sales) decision path? By sending out veiled advertising in the form of ‘articles’ to random email…
Guest Blog: When Should a Seller Gather Information or Understand Needs?
Part 1 redefines buying thus: The process a buyer goes through to get their ducks in a row to manage all of the factors involved prior to, and including, making a purchase. It explains why the sales focus of seeking appointments, gathering information, offering solution data, and understanding needs doesn’t lead to a higher percentage of…
Guest Blog: Do You Want to Sell? Or Have Someone Buy?
Part 1 of a 2 part series on understanding a buyer’s needs. Do you know the difference between how you sell and how buyers buy – and why the difference matters? After a conversation with my colleague Erik Luhrs (we’re developing a Lead Facilitation pilot http://guruselling.com/) I’d like to expand the definition of ‘buying’. But…
Waiting for better times?
THE most common objection our sales executives (that’s the two of us) receive from a potential customer is: I know what you’re going to say (nervous ha ha) because it doesn’t really make sense (nervous ha ha), but we don’t have the time to do this right now even though we realize how much time…
Atrendia Friday Video 8 – Tom Peters – LEADERSHIP: Building Success
In this short but important Youtube video, Tom Peters, the author of the best seller: In Search of Excellence, relays some important advice about how leaders should view their employees. It’s only a couple of minutes long, but I hope that it resonates with you. Click here to start the video Link to the Atrendia Executive Leadership Coaching…