From the category archives:
Photo by Wayne MacPhail on Flickr Here are a couple of realities we’ve all had to face: Effective salespeople are rare for the same reason as great talent in any field. That is, the sales profession requires talent, training, and a managerial context designed for success. Smaller companies are working within a constrained budget. The [...]
{ 1 comment }
Every part of your organization is working toward sales transactions. Pricing establishes the amount of revenue and profits from those transactions, and determines the volume, velocity and value of your sales.
{ 1 comment }
You need access to the right people, and the right messages for those people when you’re given that access.
{ 0 comments }
The Martha Stewart and Enron cases were real and their repercussions have had a ripple effect in all aspects of the broader marketplace. These few but crucial instances in recent history have drastically affected the climate of oversight, checks and balances in which buyers engage in big-ticket sales. Yet, this represents only a single, generalized example of how buyer behavior will affect your firm’s market entry.
{ 0 comments }
If you don’t know where you’re going, it doesn’t much matter which direction you take the organization. Objectives are necessary in order to have a clear and clean cut view of where the organization is going.
{ 0 comments }
Japanese automotive companies succeeded here, because they radically simplified the number of permutations of varieties you can have of a particular model of car, and that made it much simpler for a consumer to say, for example, “I think I want to buy a Honda.” Your head didn’t have to explode in making that decision.
{ 0 comments }
It’s a familiar scene– a guy walks into a Starbucks looking for a cup of coffee, looks up, and stares at the menu like a deer in headlights for five minutes, overwhelmed by all the choices he has to make before he can pay $4 for his delicious beverage. It may seem counterintuitive, but freedom of decision often leads to indecision.
{ 1 comment }
Value Prop’s Growth Program shows you how to create a Competitive Advantage based on a Compelling Value Proposition.
Learn the Value Prop Method for Strategically Going-to-Market, and the techniques and collaborative tools that will empower your marketing!
Enter your email address below to register for the Strategic Propositions Newsletter.
Jose Palomino is President of Value Prop Interactive and author of the book, Value Prop. Jose combines tactical creativity, strategic orientation, marketing savvy, and technical acumen to deliver insights, leadership, and results.
In his book, workshops, and coaching, Jose makes this strategic marketing methodology practical and immediately usable. Learn more »