Services Clients Insight About
Insights

Balancing Your Competitive Strategy

Like all of us, I’ve been watching a lot of Olympics this week, and it’s raised some interesting questions.  One is around different competitive approaches, and which is most effective.  A close second has been how water polo players don’t drown!  But regarding competitive strategy, there are two general approaches:

Procrastination: Now or Later?

Procrastination is something I have been thinking about lately because I recently started this blog & podcast.  I have had to change my focus and workflow quite a bit to make time for it.  So, I’ve had practice at procrastination, in some cases missing my schedule entirely (as you can see from my record). However, I recently read an article on procrastination which provided some good news.  We often think of procrastination as a character flaw.  They claimed that procrastination is something our brains are naturally wired to do. 

Managers - What are you worth?

There is a lot written about the importance of sales management, but not a lot written about how to value sales management.  As a sales manager, what is your primary value to the organization?  Are you doing it?  This post discusses the main purpose of sales management, and a simple way to value it.

First line sales managers are responsible for a lot of things - hiring, firing, planning, reporting.  But in essence, their primary role is improving team productivity.  This is true for all management.

Maintaining Momentum Now

As we are in prime vacation season, there is the risk that some of your deals will stall - perhaps to never restart.  Today’s post is about how to keep the momentum in a way that is valuable to both you and your customers.

Systems Not Goals

Tired of setting goals, but not reaching them?  Do you have a couple of things you would love to see happen, but can't seem to get there - due to time, consistency, or longevity?  This post discusses a simple, but counter-intuitive approach to achieving anything.

Be a Hero-Maker

Are you losing deals late?  Running a great sales process, but then at the very end, losing?  If you're losing to "no-decision" - that's a customer pain problem.  If you're losing to a competitor - that's likely a "gain" problem - and that's what this podcast is about.  Listen to find out how to make your buyer a hero.

How to Win by Losing

If you are tired of missing forecast or continually pushing deals out to the next quarter, don't miss this podcast.  We  focus on deal qualification, and introduce how to "win by losing," plus a simple but highly effective qualification model. 

 

Are you Relevant or Real?

Today's podcast focuses on the "first call presentation" - how you initially present yourself, your company and your solution, and discusses the key questions a buyer is asking  and the importance of answering them in the right sequence.  Otherwise you not only miss the chance to grab and engage your audience, but you risk boring them.

 

Competencies That Get Results - Downloadable Assessment Tool

This is the downloadable file mentioned in Episode 5 - Competencies That Get Results.  It is a simple spreadsheet that has rows for 12 competencies and columns for the team members, with a scoring model.  Each column totals to provide a score for each sales rep, and each row totals to score competencies across the entire team.  It allows sales managers to identify strong and weak performers, and strong and weak team compentencies.  A competency area that is weak across the entire team indicates a systemic problem, vs. individual skill gaps.

Competencies That Get Results

Today's podcast is aimed at sales managers and helping you develop your seller's most critical competencies.  We introduce a different approach to identifying the skills that drive success, which makes them relevant and easier to train and develop.

 

Pages

Latest Blogs
Balancing Your Competitive Strategy

Like all of us, I’ve been watching a lot of Olympics this week, and it’s raised some interesting questions.  One is around different competitive...

Procrastination: Now or Later?

Procrastination is something I have been thinking about lately because I recently started this blog & podcast.  I have had to change my focus and...