Sales Speak is Hard to Change
Posted on October 7th, 2019 | Blog
How often do you challenge your salespeople, and yourself, to clean up your company’s sales pitch? We have worked with hundreds of companies to help them build a compelling data-driven pitch. The key to success for any new sales pitch is that it must be a consistent presentation of your company’s value. And the goal read more
Despite the Buzz Words…Companies Miss the Mark
Posted on September 3rd, 2019 | Blog
Companies throw buzz words around like pillows at a preteen sleep over. Value Proposition, value marketing, cost benefit, cost justification, value chain – you’ve heard them. Too many are adopted by company leaders to create the internal “vision” of what the company must focus on in their corporate culture and sales and marketing efforts. read more
Judge Judy and Business Decisions
Posted on July 30th, 2019 | Blog
I will confess, I am a big fan of Judge Judy. I love how she cuts to the chase and doesn’t let folks ramble on with their “feelings,” just goes for the facts. What a concept! But most of all, she tells plaintiffs and defendants alike: “I don’t want to hear that, I don’t care read more
Mirror Mirror
Posted on July 2nd, 2019 | Blog
Peter Drucker said “90% of information used in an organization is internally focused and only ten percent is about the outside environment. This is exactly backwards.” This may be one of the most telling business quotes of all time. We often see companies that are wrapped up in themselves. Their self-image – who they read more
Relevant Selling Workshop – Brand New Offer
Posted on May 15th, 2019 | Blog
Have a sales retreat coming up? Sales meeting? Perfect Opportunity. Summer Sales Training July and August – a few dates still available Relevant Selling Workshop Get your team ready to top their sales quotas—Learn Relevant Selling: Very few salespeople fully understand the value of a selling message that is truly relevant to the buyer. read more
Net Promoter Score — Valuable or Not So Much?
Posted on April 29th, 2019 | Blog
This is sure to be a controversial message to some folks, so I will make every effort to present both sides. I know I am sticking my neck out, but here goes. As we help companies uncover their competitive advantages, often some will immediately tout their strong Net Promoter Score. I always cringe when I read more
Websites are not Hemlines
Posted on February 6th, 2019 | Blog
We review our client’s websites, as well as their competitors, to see how – and more importantly, if – they convey competitive advantages. After viewing hundreds of sites, we rarely find anything meaningful. What is most prevalent is the latest trend in how to set up a website. Style for websites is beginning to read more
Quiz Show Marketing: Do you make your customers guess what you are about?
Posted on December 6th, 2018 | Blog
In our experience, it is always surprising when conducting a review of a company’s sales and marketing message to learn that there is little or no consistency. Often the website message doesn’t align with the brochure, and neither match the sales PowerPoint. Then, let’s add that each member of a sales team will often a read more
The Lost Discipline: Less than 5% of businesses invest in what offers biggest ROI
Posted on November 5th, 2018 | Blog
All businesses know they need to deliver what the customer wants and needs most. Nearly all sales people love to tout how “customer focused” and “customer centric” they are in meeting the needs of their market place. But do they have a solid value proposition based on relevant competitive advantages? I have asked nearly read more
If you don’t value it, your customers won’t either.
Posted on October 10th, 2018 | Blog
In today’s environment, we would be hard pressed to find anyone to argue against the idea that “time” is the most valuable commodity to most business people. (and for that matter, for most people, period). We are slammed with an endless “to do list” at work and at home. The demand on our time accelerates read more