When it comes to gaining attention, there are several ways cut through the steady background noise of established brands yammering. Counterculture, flywheel, platform staging, and paradigm shifting are my favorites. Counterculture An interesting example of going counterculture is currently taking place in a rather mundane marketplace, household cleaners. Traditionally household cleaners are sold in plastic containers in a ready to …
It seems there are three aspects that drive long term success. Those three aspects are clearly expressed in Jim Collins book ‘Good to Great’. The Hedgehog Concept is the core of attracting and retaining customers. At its core, the Hedgehog concept is very simple. Be Authentic, Be Great, and Be Compensated. BE AUTHENTIC How do some …
M had a great point once we were in a relationship the little ‘thinking of you’ gifts stopped showing up. Spontaneous demonstrations of affection and appreciation no longer happened. All in all the things that I did to gain her attention in the first place just were no longer happening. I really liked M, a lot! The …
Back to the present day … M had a terrific point. They only thing that changed was my attitude. I still owned all the clothes and they all still fit. I had just as much time and I had more information about what M liked, yet I put forth less effort towards keeping her attention than I …
Relationships are funny things. I think back to my younger days and how much effort I would put into attracting the attention of the ladies. On most Fridays, I would leave work, get my hair cut touched up, go home press 5-10 shirts, and at 4-6 pairs of slacks, grab a shower. Then I would try …
Diagram from Salesmanship: A Magazine January – June Issue 1904 Gaining a prospects attention is really the easy part of this sales cycle, at least the way it has been practiced for over 100 years. Just shout louder and longer than the other companies demanding their message be heard and eventually they will get someone’s …
Once I had my personal sales values nailed down, I was freed up to evaluate opportunities in an objective way. Rather than looking at opportunities in terms of compensation, benefits, and market segments, I evaluated them based on my personal values. Why The first step in identifying the right opportunities is alignment of the “Why” value. Every company …
One of the most important things any salesperson can know and understand is their personal sales values and the true sales values of their organization. Personal Sales Values WHY For me, coming to understand my personal sales values dramatically shifted my trajectory in sales. Figuring out exactly why I was selling and figuring out if it …
In the 21st century it is imperative we break sales cycles that are detrimental to the organization and to the sales representatives as well. In the first attempt to actively reach a potential client or customer our representatives have been trained, coached, and provided with many “scripts” and “word tracts” all with the intention of getting past the …
Gaining prospects attention in the frantic chaotic sea of sales messages assaulting everyone every day is a daunting task. Companies that still believe gaining attention is a sales function has been left in yesterday year as front runners have shifted this responsibility to a marketing function. The reality in today’s marketplace is that there are …