Competitor Links (Issue 751)
In which we are reminded to keep our competitors clearly in view and to distance and differentiate ourselves. Read more »
In which we are reminded to keep our competitors clearly in view and to distance and differentiate ourselves. Read more »
In which we recommend at least modest due diligence before quoting a price on a project or sale. Read more »
In which we are reminded that dollarizing our value, is an INCREASINGLY essential sales discipline. “Nobody gives a hoot about your products, Nick.” He may have substituted another word or two there, and his intent was clear. I was talking to another business owner about how our respective businesses are faring. “They don’t…really. They’re fine … Read more »
In which we are reminded to look at each of our clients’ situations uniquely, being wary of “ready generalizations” based on experience. I was desperate to find a table and a chair at which to sit for my 11:00 am conference call. Away from my office, on the ground floor of a client’s office tower, … Read more »
In which we are encouraged to break down our sales conversations and work out the sloppy spots. Read more »
In which we are reminded that one of the main purposes of our client “discovery” conversations is to help them take a fresh look at how they’re managing their operations. Read more »
In which we are reminded that clients forget stuff, too, even really important stuff. Our sales jobs include reminding them. Read more »
In which we are reminded that we can open up space and boost our productivity by purging “sentimental favorite” clients that provide little value so we can focus on the ones we can grow. Read more »
In which we are reminded that mapping an account – major players, points of view, obstacles, etc. – can save us from being blindsided and losing a sale. Read more »
In which we are reminded to develop our brands and our reputations around something memorable or the one thing we do best. Read more »
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