The leaders of B2B companies often face a conundrum in sales and marketing. Their products, services, and talented people solve customer problems daily. Their approaches to awareness, conversion, and retention make sense. They’ve tried to improve training, coaching, automation, incentives, and more. Often more than once! And despite many attempts, growth and profitability are unsatisfactory….
I was in Denver recently and started chatting with people at the bar (as I am apt to do, from time to time). Regardless of what it might sound like, I meet some rather interesting folks (who are fellow road-warriors like me) and I strike-up some even more interesting conversations. On this particular occasion, I…
ByHBR.org
Summary. At some point in your career, even if you’re not in sales, you’re going to have to sell something — whether it’s your idea, your team, or yourself. Here are some strategies for improving your sales skills. Do your homework. Put yourself in the shoes of your customer. Ask: What business problem does he need solved? Plan and…
Like many consultants, I travel quite a bit and spend a fair bit of time at airports as a result. And since I live in Germany and my clients are (mostly) in Europe and in the States, my most popular route (once a month on average) is flying United Airlines between Frankfurt (FRA) and Newark…
There is nothing more effective for getting people to follow (and buy from) a leader than the existence of a common enemy. While this doesn’t mean you should go around calling on people to commit acts of violence or cruelty, those who aspire to lead—and to sell— need to publicly take a bold stand about…
Hello and welcome to another episode of “State of Readiness”. My guest today is Michael F. Schein; the Head Hype Man at MicroFame Media, a company that specializes in making consultants and coaches famous in their fields, and author of the book entitled “The Hype Handbook: 12 Indispensable Success Secrets From the World’s Greatest Propagandists,…
