The Sales Blog
There is a reason your contacts sometimes don’t want to allow you to develop relationships with contacts in other parts of their business. There are also reasons they sometimes don’t want you to develop relationships with the people north of them on the organizational chart. … [Read more...]
You think you need your power sponsor to agree that you are the best person to add to their management team, that your solution is best, and that they should move forward with you. Not so fast! What about the rest of the organization that is going to be impacted by a decision to … [Read more...]
It’s difficult to overthrow the status quo. People don’t change without good reason. The kind of gaps that give rise to change can be negative or positive. The survival of the company is the greatest possible dissatisfaction and threat a business will ever face. That's … [Read more...]
Your company has a value proposition. There is something that you do that your client's perceive as valuable enough to choose you over all of your competitors. There's a reason your client’s buy what you sell and there is a reason they buy from you. Your company also has an … [Read more...]
One of the things that makes it difficult to win back a client you lost through no fault of your own is that it can be embarrassing to bring you back. No Fault of Your Own Sometimes your clients buy the lie that they can get better performance at a lower price. Sometimes … [Read more...]
End Users Stakeholders For the end-users of your product or service, the value created is that your widgets (whatever they are) actually perform well. End users also value good support and service. Even if you can create a higher level of value for their organization, if you … [Read more...]
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Your client’s contract is up. You need the renewal. But your client is … [Read more...]
Leaving A Trail of Negativity Behind You