In my popular Business Trends article on Forbes, trend #5 stated “Customers Will Pay A Premium For Verified Results.” I’ve pulled together some not-so-obvious examples of how businesses are able to compete on value by demonstrating results for their customers, while other businesses still struggle to compete based on price.
At least once per week I get asked these common questions by business executives: “How do I get them [clients] to tell me who is the decision maker on a project?” Or, “How do I get them to tell me their budget?” Perhaps there are too many Star Wars junkies in business. When people ask for a magic answer, they overlook the failure of …
During a recent trip overseas, we flew Aer Lingus on the outbound flight and a traditional US airline carrier for the return trip. The service and amenities between the airline carriers were in sharp contrast to each other. This got me wondering if US airlines …
When you recognize how today’s customers have evolved in their buying habits, aligning sales and marketing becomes obvious. Here are proven methods for how to integrate Marketing and Sales.
Is it possible that old school sales tactics are holding your company back from success? If you find it challenging to attract your ideal client, here are three keys to help you successfully pursue business opportunities.
There are three specific steps you can take to ensure that you and your client appreciate value more than price. I’m not suggesting that these steps are trivial or easy. I am, however, suggesting that if you adhere to these principles, that you’ll improve your ability to deliver results for your customers at an improved profit margin.
Don’t confuse a feel-good social meeting with a productive business meeting. Focus on gathering these four specific pieces of information in a meeting to determine if an opportunity is worth pursuing.