Uncategorized

Getting Customers Attention

When it comes to gaining attention, there are several ways cut through the steady background noise of established brands yammering. Counterculture, flywheel, platform staging, and paradigm shifting are my favorites.  Counterculture  An interesting example of going counterculture is currently taking place in a rather mundane marketplace, household cleaners.   Traditionally household cleaners are sold in plastic containers in a ready to …

Getting Customers Attention Read More »

AIDA – Interest

Diagram from Salesmanship: A Magazine January – June Issue 1904  Gaining a prospects attention is really the easy part of this sales cycle, at least the way it has been practiced for over 100 years. Just shout louder and longer than the other companies demanding their message be heard and eventually they will get someone’s …

AIDA – Interest Read More »

Sales Values Synergy

Once I had my personal sales values nailed down, I was freed up to evaluate opportunities in an objective way. Rather than looking at opportunities in terms of compensation, benefits, and market segments, I evaluated them based on my personal values.   Why  The first step in identifying the right opportunities is alignment of the “Why” value. Every company …

Sales Values Synergy Read More »

Sales Values

In the 21st century it is imperative we break sales cycles that are detrimental to the organization and to the sales representatives as well.  In the first attempt to actively reach a potential client or customer our representatives have been trained, coached, and provided with many “scripts” and “word tracts” all with the intention of getting past the …

Sales Values Read More »