80% of your prospects will buy a solution similar to yours within 2 years of your connection, but not from you; your relationship-building, price breaks, marketing campaigns, etc. are irrelevant until they have their ducks in a row and are ready to bring in a solution. Indeed: the time it takes buyers to manage changes […]
https://www.strategydriven.com/wp-content/uploads/SharonDrewMorgen1.jpg300300StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2015-09-30 06:00:432016-06-11 15:25:29We Close Only The Low Hanging Fruit
Your solution matches the buyer’s need perfectly. You like them, they like you, you’ve had coffee/a meal/a powerful meeting or two, and best of all they recognize they need your solution. And then they buy from someone else. Or not at all. Or it takes them much longer than they anticipated. What happened? Are they […]
https://www.strategydriven.com/wp-content/uploads/SharonDrewMorgen1.jpg300300StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2015-09-16 10:30:112016-06-11 15:28:03How Do Buyers Choose One Solution Over Another?
Information, when used to influence or sell, has cost us untold loss in business and relationships. It actually causes resistance. Information Causes Resistance For some reason, we maintain a long-standing belief that if we offer the right people the right information at the right time, presented in the right way, those it’s intended to influence […]
https://www.strategydriven.com/wp-content/uploads/SharonDrewMorgen1.jpg300300StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2015-09-02 06:00:582016-06-11 15:29:32Why do we gather information from buyers?
One never forgets their first mentor. I have had several great ones, who in turn taught me the value of passing it on to others. That’s why I advise businesses, write books, speak at conferences and more. That first great mentor sticks with you always. Mine was legendary humorist and media figure Cactus Pryor. He […]
https://www.strategydriven.com/wp-content/uploads/HankMoore2.jpg333290StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2015-08-28 06:27:462016-05-11 14:40:15The Big Picture of Business – Tribute to a Great Mentor. Remembering Cactus Pryor.
A coach’s job is to facilitate potential change, usually by asking questions to identify the components of the problem and decide between solutions while reinforcing the changes and maintaining a trusting relationship. To achieve the excellence that all coaches seek, it’s necessary to avoid the listening filters that could prejudice the interaction, such as: Bias. […]
https://www.strategydriven.com/wp-content/uploads/SharonDrewMorgen1.jpg300300StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2015-08-26 06:00:252016-06-11 15:26:36What Should Coaches Be Listening For?
Are you prepared to get vaporized? During the past twenty years I’ve worked with companies all over the world, big and small, helping them to craft a strategy so they can transition from the old world of producing physical products to a new world in which most things tangible – products, devices, stores, and even […]
https://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.png00StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2015-08-10 11:00:322016-01-30 21:22:00Strategies for Success in a Dematerialized World
I began this year in retrospect by reading a 60-year-old book on the masters of selling. The book, titled “America’s Twelve Master Salesmen,” was written and published by B.C. Forbes & Sons in 1953. The book was based on the fact that each one of these master salespeople had one extremely powerful overriding principle or […]
https://www.strategydriven.com/wp-content/uploads/JeffreyGitomer.jpg218156StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2015-08-10 06:00:072016-08-07 20:43:12What can you do to get better? Follow the masters.
Reddit, the on-line bulletin board system that posts entertainment, social networking and news content, gained a high profile, attracted Rock Star investors and a $500 million valuation. Then, it executed several strategic moves with seemingly little communication and proceeded to churn its executive ranks through a revolving door. In the process, Reddit upset nearly everyone; […]
https://www.strategydriven.com/wp-content/uploads/Lion.jpg675450StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2015-08-07 11:00:252018-06-18 21:38:16How to Employ Leadership Fundamentals… or Falter
Love him or hate him, one thing’s for sure: all entrepreneurs can all learn a few things about success and leadership from Donald Trump. While The Donald continues to make headlines for his aggressive campaign to clinch the GOP nomination in the race to the White House, politics aside, it’s easy to see why Trump […]
https://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.png00StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2015-08-06 06:00:492016-01-30 21:31:555 Things All Entrepreneurs Can Learn About Success from Donald Trump
Don’t make the mistake of thinking that marketing has to be complicated – it doesn’t. Believe it or not, some of the best marketing techniques are the simplest ones. Trust us on this, as a small business, the best marketing techniques are the simplest ones. Not only are they effective, but they are also affordable, […]
https://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.png00StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2015-08-04 15:08:242015-08-04 15:08:24Fantastic Marketing Tips That All Small Business Owners Should Know
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We Close Only The Low Hanging Fruit
/in Decision-Making, Marketing & Sales/by Sharon Drew Morgen80% of your prospects will buy a solution similar to yours within 2 years of your connection, but not from you; your relationship-building, price breaks, marketing campaigns, etc. are irrelevant until they have their ducks in a row and are ready to bring in a solution. Indeed: the time it takes buyers to manage changes […]
How Do Buyers Choose One Solution Over Another?
/in Marketing & Sales/by Sharon Drew MorgenYour solution matches the buyer’s need perfectly. You like them, they like you, you’ve had coffee/a meal/a powerful meeting or two, and best of all they recognize they need your solution. And then they buy from someone else. Or not at all. Or it takes them much longer than they anticipated. What happened? Are they […]
Why do we gather information from buyers?
/in Marketing & Sales/by Sharon Drew MorgenInformation, when used to influence or sell, has cost us untold loss in business and relationships. It actually causes resistance. Information Causes Resistance For some reason, we maintain a long-standing belief that if we offer the right people the right information at the right time, presented in the right way, those it’s intended to influence […]
The Big Picture of Business – Tribute to a Great Mentor. Remembering Cactus Pryor.
/in Talent Management/by Hank MooreOne never forgets their first mentor. I have had several great ones, who in turn taught me the value of passing it on to others. That’s why I advise businesses, write books, speak at conferences and more. That first great mentor sticks with you always. Mine was legendary humorist and media figure Cactus Pryor. He […]
What Should Coaches Be Listening For?
/in Business Communications, Customer Relationship Management, Decision-Making/by Sharon Drew MorgenA coach’s job is to facilitate potential change, usually by asking questions to identify the components of the problem and decide between solutions while reinforcing the changes and maintaining a trusting relationship. To achieve the excellence that all coaches seek, it’s necessary to avoid the listening filters that could prejudice the interaction, such as: Bias. […]
Strategies for Success in a Dematerialized World
/in Innovation/by Robert TercekAre you prepared to get vaporized? During the past twenty years I’ve worked with companies all over the world, big and small, helping them to craft a strategy so they can transition from the old world of producing physical products to a new world in which most things tangible – products, devices, stores, and even […]
What can you do to get better? Follow the masters.
/in Management, Marketing & Sales, Practices for Professionals/by Jeffrey GitomerI began this year in retrospect by reading a 60-year-old book on the masters of selling. The book, titled “America’s Twelve Master Salesmen,” was written and published by B.C. Forbes & Sons in 1953. The book was based on the fact that each one of these master salespeople had one extremely powerful overriding principle or […]
How to Employ Leadership Fundamentals… or Falter
/in Decision-Making, Management & Leadership/by Peter J. BoniReddit, the on-line bulletin board system that posts entertainment, social networking and news content, gained a high profile, attracted Rock Star investors and a $500 million valuation. Then, it executed several strategic moves with seemingly little communication and proceeded to churn its executive ranks through a revolving door. In the process, Reddit upset nearly everyone; […]
5 Things All Entrepreneurs Can Learn About Success from Donald Trump
/in Management, Management & Leadership/by Steve SieboldLove him or hate him, one thing’s for sure: all entrepreneurs can all learn a few things about success and leadership from Donald Trump. While The Donald continues to make headlines for his aggressive campaign to clinch the GOP nomination in the race to the White House, politics aside, it’s easy to see why Trump […]
Fantastic Marketing Tips That All Small Business Owners Should Know
/in Marketing & Sales/by StrategyDrivenDon’t make the mistake of thinking that marketing has to be complicated – it doesn’t. Believe it or not, some of the best marketing techniques are the simplest ones. Trust us on this, as a small business, the best marketing techniques are the simplest ones. Not only are they effective, but they are also affordable, […]