At many companies, salespeople and marketers focus on products when talking to customers – not business problems. The challenge is to get your sales and marketing team to focus on your customer’s business problems. Do this and you’ll hear customers ask the magic...
For months, the coronavirus has dominated conversations and news coverage around the world. If you’re like most CEOs, in March you watched with growing alarm as massive global companies like Dell, Amazon, Twitter, and Google issued work-from-home mandates, and all...
Right now, it can be tough for salespeople to know what’s really going on with customers and prospects. And there’s a good chance no one else in your company knows, either. Any CEO who wants to keep sales strong during tough times needs insight into customer...
The CEOs we work with are focused on making necessary changes to grow sales right now. Are you? As a founder and leader, when was the last time you thought about sales strategy? Sales is your revenue engine; therefore, it should be a top priority to work with your...
Need more sales? Let’s examine how well your team is practicing basic, effective selling skills. You might assume salespeople are already practicing these skills, but in uncertain times, salespeople sometimes fall back on bad habits (price discounting and...
In the past few months, the world feels like it’s been turned upside down. And while it’s true there’s no real historic precedent for teams being suddenly told to work from home, this also isn’t the first down market we’ve ever seen. As a longtime sales leader and...
Two years ago, you knew what to say when you picked up the phone or composed an email to prospects. You knew your ideal customer profile, your target market, and your value propositions. You had all the tools you needed to prospect efficiently and effectively. ...
How do you sell with kids at home, while social distancing, without losing your mind? My clients and others in the sales world know me as a sales coach, trainer, and speaker. (They probably also know my dad is Stephen Heiman co-founder of Miller Heiman). But what...
When sales teams struggle, I like to investigate three critical aspects of their sales strategy. Market Position Ideal Customer Profile Value Proposition A strategy that helps you hit your revenue target consistently always includes the above elements....
The coronavirus is dominating conversations and news coverage around the world. It’s also affecting companies of all sizes, across all industries. As an example, look at the impact coronavirus has had on the tech industry: Dell, Amazon, Twitter, and Google have all...