Flip the Funnel Asks WHY We Focus on Prospects and Not on Customers
If you’re a reluctant sales rep like me, then you already know how much MORE FUN it is to sell more stuff to existing customers than it is to get out there and find new customers, make nicey-nice, get them to like and trust you, get them to actually consider using your product and finally [...]
Connect with Customers
Calling and Connecting with Your Customer – Just Because
I’ve been on a soapbox of “loving your customer” for over a decade now. It got rolls of laughter from the management teams of my manufacturing company employers. Then somewhere around the late 90’s and the early 2000’s Fast Company wrote an article called “Love is the [...]
Finding Your Competitive Advantage #2: Customer Intimacy
What if you could increase sales by simply setting yourself apart from the competition with some quantitative, relevent elements that your customer cares about?
In this series of posts, we’re taking on the challenge of doing exactly that – step-by-step. In the first post, we simply got our arms around the fact that a competitive advantage was quantifiable and objective, not claimed by another competitor and NOT a cliche.
Find Your Competitive Advantage #1 – The Introduction
This week’s book review on Small Business Trends is on “Creating Competitive Advantage” by Jaynie L. Smith. You can see a summary of the book review as a feature video as well. It’s one thing to read the book, get the principles and think that it’s a great idea, it’s quite another to sit [...]
