Steve wound up his presentation with a flourish. “Just that my second name isn’t Jobs” he told himself. “But otherwise I came fairly close to the maestro”. To be fair to Steven, his project presentation to the CEO and the senior leadership had a Jobs-like colour and energy. The slides were brilliant and minimalist.
It should feel like a joyous occasion. Your company is so successful that it has decided to expand its reach to international markets, and you have been given the opportunity to set up the new sales division in a foreign country. Good times, right? Yes kind of, but very challenging times as well.
It has been said over the past couple of years, that procurement departments are becoming increasingly powerful. They dictate how negotiations unfold as value propositions are torn apart and prices lowered until vendors can hardly think straight.It sounds like a horror story, right? But it doesn’t have to be that way.
Can you improve Customers’ perception of your product or service, without changing any of its features? You can if you could strengthen its value proposition. Sounds simplistic? Consider this - However great the quality of a product, you should first get the Customer to try your product and experience its quality and benefits.
It is now official. As companies, world over, rushed to embrace social media, sceptics have wondered if all that posting, tweeting and retweeting, was worth anything in sales. Though marketers in companies had a hunch all along that social media was an effective tool, in the end it was a guess.
The joint client visit is one of the most powerful tools in the sales manager’s toolkit. The most effective sales managers make good use of this tool and the best sales organisations make sure that joint visits feature strongly in their sales strategy.
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