Many companies and salespeople make a great job attracting potential customers. They get the customers interested, engaged and ready to make the buy-decision. When it comes to the moment of truth, i.e. making the buy-decision, however, the customers begin hesitating and even backing off. Houston, we just lost a potential customer. In selling and sales […]
Why is it important to know your customers’ purchasing / procurement / sourcing / purchasing strategy and purchasing process to create success when you are in or responsible for sales and business in a B2B environment? Here are some thoughts from my recent MBA and Executive MBA trainings in sales, purchasing and pricing course. Watch […]
Being customer focused is likely to make customers more interested in dealing with you (as opposed to choosing your competitor). As a result, being customer focused can help you improve your sales, business, and profits. Let me explain this in detail – or, if you’re in a hurry, just watch the below video to cut to the chase. […]
In this video we discuss the Customer Avatar and why it makes sense to zoom in on one when segmenting your customers.
Abstract: Value-based pricing or value pricing refers to strategic pricing, where you price your service offering (goods/services) based on the value of it for your customers, as opposed to its production cost or market price. The benefits of value pricing compared to traditional pricing can for the buyer/customer include a closer match between actual use […]
New value sales article in the leading Finnish sales & marketing publication “Myynti & Markkinointi” on the importance of knowing your customer’s business (including understanding their business figures), pp 19-23. In B2B sales, it is not enough to know your own offering, your competitors’ offerings and your customer’s needs & wants. You also need to […]
Value-based selling at The Bike Shop by Philippe Gilbert. The manager smiled, walked over to me and shook my hand when I entered the shop. He inspected my worn-out rear tire that had several blisters, and he answered all of my questions. Next he asked me further probing questions, such as: would you like to have your […]
Many business owners and executives dream of transforming their stuck-in-the-middle business to a successful one, but only few succeed. Too few! Why do so many fail and only few succeed in building a successful business? How do you build and develop a service business that is successful? In order to show how companies can transform […]
Know yourself, know your customer. Sales competence and customer relationship management are important. But what does the feeling of security have to do with selling? To read more (in Finnish), click here for the electronic version of Logica CGI’s publication “Ratkaisu” (Solution). Text and images by Antti Kirves.
Instead of being busy chasing the deals to fill our sales quota for the month or quarter, we (anyone involved in personal selling) should focus on working in a way that is derived from our values. This may sound like very soft selling, which it can be, but the idea behind this is to pursue […]