I read an article this morning with this title “Do sales people need to be thought leaders? I say that the sales representative of today needs to be a leader and so much more. This rebuttal addresses what happens when you do not encourage your sales rep to do the work to establish herself as a leader within the industry and line of business she serves.
Today’s sales landscape is very different than it was in the last century. In the 1900’s prospecting, following up, closing deals, objection handling and closing again was what was done because it worked. Back then salespeople had the upper hand, they had most of the information. During much of the last century salespeople were indispensable (I’m referring to those well trained salespeople from notable companies like Xerox and IBM).
Today’s buyer is the most empowered buyer ever, because now they have easy access to information due largely to the ubiquitous nature of social and mobile media. This HBR article excerpt says: “your customers including the ones you haven’t met—already know all about your offerings. On average, prospective buyers in business-to-business settings have completed 57 percent of their due diligence work before they engage a sales representative.” Where does this leave salespeople?
Well without having something thought provoking, insightful or compelling to share with the customer team doing the due diligence it’s difficult to insert yourself into the buying cycle. Here’s what the average sales representative is relegated to when the sales manager says (1) Keep prospecting and the DM says, We have already selected our best 3 solution providers, (2) Keep following up with the DM! DM says stop with the spam, it’s not wanted, (3) Keep closing, refer to items #1 and #2, their nothing to close.
When you do not encourage today’s sales representatives to do the hard work to establish their LEADERSHIP within the industry they serve you set them up to be consistently left out meetings with the economic buyer #LeadersOpenDoors.
Please join the conversation and share what you believe.
SpaceX is exploring methods for engineers to accelerate their workflow by designing more directly in 3D. We are integrating breakthroughs in sensor an
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Elon Musk demonstrates how design and manufacturing are evolving.
Living in the 21st century will become even more amazing.
In this series titled “Defining a growth hacker”, I will be exploring the meaning and practical application of growth hacking through a number of..
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If your not maximizing these three things you are not a growth hacker; (a) Data (b) Creativity (c) Curiousty. Growth hacking is just as much an art as it is a science. #GrowthHack #TAOSO
Inbound marketing flies in the face of traditional advertising. Find out whether your company should be practicing inbound or sticking with ads.
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Buyers are different!
“We don’t need salespeople, ads, direct mail, calls, fancy brochures or many of the old-school marketing tactics that were a requirement just 10 years ago. Not only do we not need them, but we also don’t want to buy from brands that insist on using them. Instead, we’re opting for brands that respect our journeys and create experiences for us that enhance those journeys. This massive change is why inbound marketing and content marketing work so well and why they are so challenging for people to understand and master.”
LeEco really wants the world to know it isn’t just about TVs and smartphones. After the announcements of its investment in Faraday Future and Aston Marti
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The Chinese are coming with an electric self driving car called the LeSee. Should Elon Musk and his Tesla be worried? No worries for Musk, competition only means there is a market for self driving electric cars. Let the competition begin!
Neuro Web Design principles that helps you create better products
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Today science confirms many things that we once believed because of antedoctal information. Now we have NEUROSCIENCE studying everything from why stroytelling works to why we buy anything. This post provides a solid top 10 things to do inspired by neuroscience.
The article suggests that product and marketing managers are the target audience for this content. I believe that because we all manage our own professional BRAND no matter what we do, that these principles apply universally when we undertake managing the brand called YOU (me). Wnjoy the read and remember to share this with your colleagues because these tips are mission critical for us all.
At #TAOSO We Coach – Brand Strategy, Storytelling, Marketing Using Human Centered Design Method to Co-Create Solutions
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Founders of SMB and Solopreneurs often struggle establishing the right price point for their products, services or solutions. They struggle for many reasons. This article is a compliation of ideas and solid tips on how to establish pricing models that are fair and equiatble to all parties.
Drawing on wisdom from Paul Rand, John Maeda shows us why both startups and “end-ups” need great design to succeed. But getting there requires a focus on designers, ambitious leadership, and lots of experimentation.
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The future of technology will be fueld by great design.
Learn about the value of thinking about how you think and why it’s important.
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Drill down into this article and you will discover a well order process that when implemented will make anyone a more effective and effiecient decision maker. You don’t have to be Artistotle you just have to think like him.
The graffiti and street art on this list is perfect for spreading messages about environmentalism and climate change to a wider audience. It uses simple slogans and provocative images to spread important and inspiring ideas in ways that are easy to remember.
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The images shared within this post tell a compelling story about the raw urgency of NOW. When you look at these images and you feel like you’re missing the point, then you probably need a visual cortex tune-up. Because today we have scientific research that says 90% of information transmitted to the brain is visual, and visuals are processed 60,000X faster in the brain than text.
We need everyone to understand that NOW is the time to adapt or the world as we know it will not survive to support our children and their children in the manner that generations of humans enjoyed through the ages . #Tropic #Cascade #Taoso
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