Archive for Sales
What Sales is All About!
Posted by: | CommentsThis is supposed to be a parody but play it at your next sales meeting and see how many people relate to it!
From: taoofprogramming
Related Posts:
Value Stream Mapping your Sales Team
Creating your VSM
Selling
Try hitting a Double in your sales
The Marketing Knowledge Spiral
The Perfect Storm has come together of Excess Capacity and Product Variety
The 7 step Lean Process of Marketing to Toyota
Does your customer know why you do it?
Posted by: | CommentsSimon Sinek has a simple but powerful model for inspirational leadership all starting with a golden circle and the question “Why?” His examples include Apple, Martin Luther King, and the Wright brothers — and as a counterpoint Tivo, which (until a recent court victory that tripled its stock price) appeared to be struggling.
In 2009, Simon Sinek released the book, Start with Why: How Great Leaders Inspire Everyone to Take Action
Do you know why we do what we do?
(Do you know why you do what you do?)
Even if you do –
Do you communicate it to others?
Related Posts: Mirror Marketing
Are you a RECOGNIZED EXPERT in your field?
Develop your Sales Presentation using the Balance Scorecard
Posted by: | CommentsMost of us know the strategic use of the Balance Scorecard. We use it or at least a variation of it, to run our business. If it is good for your business, would it not be something that is simple and straight forward for your customer. A quick overview of the four areas of the Balance Scorecard:
- Financial: How do we look to shareholders?
- Customers: How do customers see us?
- Internal process: What must we excel at?
- Innovation and Learning: Can we continue to improve and create value?
Balanced Scorecard aligns organizations to new strategies: away from the historic, short-term focus on cost reduction and low-price competition, and toward generating growth opportunities by offering customized, value-added products, and services to customers.
All this sounds pretty good so why don’t we just reverse the strategy and make our Sales and Marketing presentations accordingly?
To measure your product or services value to your customer organizations:
- Financial: What increase in revenue or decrease in cost are they going to achieve?
- Customers: What will allow them to leapfrog or succeed more than their competition?
- Internal process: What will change and how do you minimize the worst case scenario?
- Innovation and Learning How easy is it to implement and who is involved?
If we continue on and follow the best practices for using the Balanced Scorecard. Our approach would continue by keeping objectives simple, use others(most specifically our customers) to help develop specific objectives, link objective to revenue increase/cost reductions and clearly state and communicate objectives.
This may not be totally encompassing of a good presentation but if these four scorecards areas were accounted for in every presentation, would you improve your likelihood of success?
Your Marketing bullets, are they sticking?
Posted by: | CommentsI see people fire one (marketing message)bullet after bullet and wondering why they are not sticking. They just keep bouncing off people. Take a look at this video. Can you emphasize with the bullets? Now, think about what the bullets cost you and what happens to them after the bounce. Do they stick anywhere? Your marketing message will not stick unless you have a receptive audience. Trying to sell to people before they know, like and trust you is just a waste of money. Don’t leave your marketing just fall to the ground. Use the sales funnel as an important tool in your marketing process and make sure everyone understands it throughout the organization. Your 1st step, should be a Marketing Assessment for yourself!
Technorati Tags: Sales Funnel ,Marketing Funnel ,Marketing Bullets ,Sales
