7 Reasons To Use A Mobile Sales Kit
By equipping your salespeople with a tablet-optimized sales kit, fully loaded with presentations, calculators, and videos, you and your sales team will be more confident in every sales situation. 1) Deliver consistent messaging. From the most experienced salesperson to the greenest rookie, every member of your sales team (including those who aren’t salespeople but sometimes […]
The Power of Empathy
If you want to get someone to do something, you have to first get them to think it’s a good idea. And to do that, you have to understand how they think. It’s called empathy, and it’s the ability to understand how others think and feel. To see the world through the eyes of someone […]
Succeeding in B2B Relationship-Selling Without Sacrificing Your Brand (or Yourself)
You’ve built a great product or service with a compelling value proposition, a brilliant go-to-market strategy and a ready-and-willing frontline team armed with exactly what they need to be successful. And now potential partners are beating down your door to sell YOU. Sounds like a pipe dream, right? It works in the B2C / Retail […]
Attention Sales Managers : You Don’t Have to be an Expert to Coach your Team
Tiger Woods has a coach. Michael Jordan routinely lists coaches Dean Smith and Phil Jackson as two of the most influential men in his career. Even the incomparable Frank Sinatra had a vocal coach. I’m sure you’ve heard this before and know the point I’m trying to make; the most successful people on the planet, […]
Weaponizing your Customer Experience Strategy Part III: Coaches are the Critical Link
“Coaching is unlocking a person’s potential…it is helping them to learn rather than teaching them.” – Timothy Gallwey By now you’ve spent significant time planning through how your frontlines will embrace, try on and adopt these new behaviors so they – and your company – are ultimately successful over the long haul. And almost everyone agrees that […]
The Blame Game: Why United Airlines Became the Scapegoat
I typically don’t find myself engulfed in social media hysterics, but I keep getting sucked into this recent United Airlines scandal. To keep up with the Joneses, here’s my quick take on the recent craze. The goal is not to pick sides, but instead to dissect the events and understand how United became the brunt […]
Make it easier for salespeople to sell your stuff
Some products sell themselves – toothpaste, socks, laundry detergent, dog food, etc. Other things often require some effort and involve a salesperson, consultant, or advisor – insurance, complex electronics, wedding dresses, replacement windows, financial investments, and more. Whether these salespeople are selling just one brand (such as a dedicated insurance agent or the sales guy […]
Branding something with no visible brand
When we think of branding, we often think of things like the Nike swoosh on the side of a shoe, the green straw sticking out the top of your Starbucks cup, or the bowtie on the grill of a Chevy pickup truck. But what do you do with a brand that has no obvious visual […]
Weaponizing your Customer Experience Strategy for the Frontlines: Part I: BEHAVIORS
Brand perception and loyalty can live or die on the frontlines – just ask any industry in question for its perception of poor service. “Have I done everything I could today to provide you with a delightful customer experience?” the bank customer service agent asked me in a politely scripted way as we wrapped up a […]
Are you continuing to sell your brand after you’ve sold your product?
So, you’re planning to make a purchase. You conduct some research online, mull it over with a couple of trusted friends, then finally make the decision to buy. It arrives on your doorstep in a couple of days with a request to make an online review. So you wait a couple of days, call the […]