Resources

You’ve probably spent a lot of time and money on product training.  Let’s get back to some problem-solving and business thinking.

 

Industry and Consumer Trends – What to Watch For and Where to Look Beyond publishing sales-relevant Clues in the News on this site, I can help your team learn to profit from the outside issues that influence your clients’ internal decisions.  When a client complains about “the economy” or “inflation” or “disruption,” what are they concerned about, specifically?  I’ll help your team understand what trends to look for, where to find them, and why they matter.  Then, they’ll get a list of links to valuable recon resources. Get help

 

The Funnel, Simplified (for sales AND marketing) Sales organizations often diminish the marketing funnel to a binary issue, suggesting that “we need more top-of-the-funnel leads” or “more bottom-of-the-funnel closes” or conversions.  Those over-simplified comments overlook the real value of the funnel.  Let’s discuss the parts of the funnel your sellers often overlook, and how they can be used to expedite the buying process… for both your clients and for your sellers. Get help

 

The Pre-Needs Analysis You know that prospects are more protective of their time and meetings have become more difficult to get.  That’s why it is critical to harvest meaningful insights from a prospects’ website, social presence, and other publicly-available information before your outreach even begins.  Let me help you earn the meeting… and get the conversation focused on client priorities, challenges and solutions right from the start. Get help

 

Designing a Personal Sales Process Before they are anything else, sellers and managers are human beings with unique talents and experiences.  While sales systems and CRMs  can be a great way to monitor important KPIs, a personal sales process can help your individual team members recognize when and why a sales conversation has stalled, and how they can get it moving again.  And for sales managers, this conversation can help bring the very best out of your teams’ talent. Get help

 

Marketing Strategy, Simplified The smartest people I know are not those who claim to have all the answers; they are the people in the room who have all the right questions.  Media and marketing people often make our industry needlessly complex; this tool and discussion will help you simplify the process for both you and your clients.  And it will help you to craft more effective marketing messages, whether you’re building a proposal or creating an ad campaign. Get help