Who better to take leadership advice from than actual CEOs? Examples from Steve Jobs, co-CEO of Wholefoods, Walter Robb, and one of Asia’s richest men, Mukesh Ambani, help provide 7 Leadership Secrets that everyone can learn from.
New realities for today’s sales professionals are raising some big questions. Sales teams often consider how to win over new potential clients with an appeal to value in an age where many industries have become more competitive and reliant on “quick facts.” New media like the Internet also makes a difference. As the business world moves toward an always-connected, data-centric, and digital model, sales teams also need to evolve and change with the times.
One of the ways that sales professionals are adapting and getting a competitive edge is by taking advantage of existing marketing content generated in-house and maintained online or in print materials. In sophisticated marketing campaigns, marketing content sometimes takes a variety of forms: some will be explicitly sales-oriented, while other items, like white papers and other technical writing, may be more informative. Some of these materials won’t address customers directly, but they can still be useful in a sales context.
You’ve heard about building “fences” around accounts. By doing this, you protect them from predators or wandering off to other pastures. Many companies build these “fences” with discounts, product features, service offerings, etc. While these are good approaches to account management, they often don’t protect company interest. This is because they aren’t always aligned to the customer’s wants and needs.
A second option is to build a “fence” by adding further value to your customers. One technique in this vein is by discussing risk with them. When you voluntarily enter the fray with customers, you separate yourself as a partner. You demonstrate the will of character to face issues head on, and be proactive. Customers know that this can be the difference between success and failure. […Continue Reading…]