Image Credit: Womenoftheword.net Failure Vision When thinking about a new venture or new project, it is natural that we start with the end in mind. It certainly makes sense to have a vision for what success looks like; defining what the
Throughout the years, mustard has become a very popular condiment. It’s low calorie, flavorful, and most of all, cheap. As for me, I generally think of it as a barbecue staple ranging from yellow to spicy. But the last time I went to the grocery store, I came across a whole new world of the […]
Well, no secret… I haven’t been blogging lately. “What happened?” Simple. Got busy. Real busy. “Doing what?” you might ask. Well, we’ve been helping some really great companies figure out how to ignite their growth.
What’s a Value Proposition? When I was at the MarketingSherpa 2015 Email Summit this past February, I sat down for an interview with their Director of Editorial Content and my friend, Daniel Burstein, where I told him what a value proposition is, and why it is crucial for your business. If you as a business owner are ignoring a […]
Your customer wants to know the financial impact that your offering will have on their business– but don’t think you can just slap a price sticker on your product and call it a day. A price sticker, or even a thorough and well presented proposal, isn’t a conversation.
Deal drivers are the things that your prospect (and marketplace) has articulated as being of greatest importance in making a buying decision. It may be price, ease-of-use, performance, support, or a range of other factors. It’s important to note that the deal drivers are very different than requirements; these are the desires of either the company or the specific buyer with which you are dealing.
Rex was a seasoned IT manager. He worked for several New York based international banks over the ten years before I met him. Sandy and I were the sales team (I was her supporting systems analyst) for a mainframe computing company. We called on Rex and were stunned when he said that his bank had decided to move to a different technology – and, by the way, he hated our company and its products. Not my best day in sales.
Before you can make a sale, you of course need to know your customer’s technical requirements. While seemingly obvious, the discipline of making sure your product is compatible with your customer’s technical requirements is hardly uniformly practiced. This is simply something that can’t be avoided – either your offering matches their requirements, or it doesn’t (and yes, you can influence the requirements).