As a business professional who has dedicated my career to identifying the behaviors that create intentional, repeatable results…or what I call Succeeding on Purpose, there is one area I see commonly connected with poor business results. That is in the area of decision strategy. More specifically, this refers to the tendency of professionals to make decisions based upon current, unexpected results they encounter. […]
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?
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I interact and participate in a variety of Sales & Marketing forums and events, and inevitably, when the topic of the Challenger Sale comes up, I hear one of five [often misinformed] points of view on the Challenger Sale. While I am a huge fan of the research and principles of the Challenger Sale, I […]
“Status Quo” – The condition we all are describing these days. Whether talking about sales, marketing, innovation or strategy, our aim is always the same…to “disrupt the status quo.” But, this is commonly misunderstood?
The Phone Call… “Am I going crazy?” Having just answered the phone, I had no idea who was calling and asking such a question of me. I responded with a courteous, but cautious chuckle saying, “Well…I think I’ll need a little more to go on. With whom am I speaking?” She paused, told me who it was, […]
If you are anything like me, I learn best from real life examples. This morning, I was reflecting on a conversation I had with a major retailer a number of years ago, that not only got them to think differently, but caused them to adjust their whole strategy. Below is an abbreviated transcript of that […]
Ever get bad advice? I read a post this morning that struck me as such as it advised 3 Questions Sales People Should Ask Every Prospect. The three questions [taken from a longer 'disqualification checklist' of questions] recommended asking the following questions of every prospect: 1. What is your biggest [YOUR INDUSTRY] related challenge? 2. Why is […]
Have you ever experienced planting your lawn by seed rather than laying sod? If so, you are likely familiar with the concern you feel after seeing no growth nor signs of life after the first week. This leads to subsequent doubts, which come to you in the form of questions such as, “Is this working?” […]
Last week, I wrote about common mistakes made with an underperforming Division or Business Unit in my post titled Reorganization or Turnaround? (Part 1). Most notably, I spoke of the tendency to prescribe a reorganization to situations when a turnaround was really needed, by failing to recognize issues that are below the “waterline.” If you are […]