In the medical field, a doctor’s misdiagnosis can prove fatal. Have you ever considered the consequences of misdiagnosing a sales, marketing or business issue? In the metaphorical sense, a wrong diagnosis can prove fatal to your career or business as well. According to the National Patient Safety Foundation (NPSF), misdiagnosis occurs in the medical profession up to […]
In the words of Dilbert creator, Scott Adams, “Change is good…you go first!” For most of us, this resonates. We all want to see it, but many fewer want to do it! In the Sales and Marketing world, the impact of this reality is having devastating effects. The responsibility belongs with Sales and Marketers, but many fail to recognize that their messages don’t suggest any reason for buyers to change from what they are currently doing.
Studies continue to show that ‘thought-leadership’ is not only of interest to buyers, but the priorities of Sales and Marketing. But pursuing the customer’s wish to provide thought-leadership in their buying process more often works against the sales and marketer, rather than for. Find out why…
Capturing the attention of a prospect has become increasingly more difficult. Following is an excerpt written by Jeff Michaels for WittyParrot’s ebook, “2014 Edition: Expert Prospecting Tips” that addresses a more effective way to engage prospects.
There are many credible statistics on Social Media showing little to no business impact. The problem marketers are experiencing with Social Media are often also endemic of their content management strategy. The condition is called ‘Bumper Sticker Marketing.’
If you are new to the Challenger and are struggling with the Reframe, this article may be for you. There are two key stages, or ‘frames,’ that are often missing prior to a Reframe that can cause significant problems with your prospects.
Following is my response to a question I received on Quora regarding how ‘Constructive Tension’ sits with a prospect in The Challenger Sale.
With the rise in popularity of The Challenger Sale, there is one particular attribute of CEB’s research that has seemed to capture the attention of reps, consultants and sales training companies alike…and that worries me!
Evaluate Your Sales Effectiveness with One Question
Too often, there is one behavior that sales reps exhibit, that completely undermines their effectiveness in closing the sale. Your answer to this one question will help you determine if you too, are at risk of compromising your sales effectiveness.
Does a Challenger Sales Rep Do Demos?
The following article answers two questions — Do Challengers do product demos, and if so, where in the process is the appropriate time to do so?