Posts Tagged ‘Sales’
The Cost of Chaos – Part II
Posted by Jane Adamson on October 5th, 2010
You may be one of the fortunate few who has never needed to diet. Your clothes fit season after season. You’ve never sat through a Weight Watchers meeting or closed your eyes in the bakery. Enjoy your good fortune. For the rest of us, dieting is a way of life. We lose. It comes back. [...]
The Opportunity Cost of that Special Deal
Posted by Rick McPartlin on August 3rd, 2010
Based on the conversations I’ve been having recently, I know you’ll recognize this scenario. Your star sales rep has uncovered an interesting revenue opportunity, but it’s off strategy for your company. It might require more customization than you typically provide. Perhaps it’s a new industry for you, or you’ll need to hire new people with different skill sets in order to fulfill it. It may also be a test program with promises of future business if the stars are aligned.
Whatever the case, during difficult times, a CEO is more likely to say yes to these kinds of deals — typically called “bluebirds” because they’re beautiful but very troublesome. After all, it’s revenue, right? Absolutely, and revenue is precious right now. Perhaps this bluebird is really a symbol of a real market trend, so you have to pay attention.
8 Ways to Listen to Your Market
Posted by Jane Adamson on July 6th, 2010
Look OUT, not IN! If you’re following our CEO Challenge articles, speaking or consulting work, you’ve heard this mantra a lot. More often than not, answers to your most important business questions aren’t inside your organization; the answers lie out there with your customers. What problems are they facing? How is your firm REALLY doing at solving those problems? How do they make decisions? What’s the image they have of your firm versus your competitors? How much value do you really bring? How consistent and predictable is your service? Do you know what your customers wish you did better? But how can you gather this research? This action plan provides 8 ways to listen without breaking the bank.
What are you selling? The answers may surprise you.
Posted by Jane Adamson on June 8th, 2010
Pop quiz! Right now, right after you finish reading this article, go to each member of your leadership team and ask them this question: What are we selling?
