What your company and its products and services mean to their target markets, i.e. the customer experience surrounding your value proposition, must have already been delivered and validated in the marketplace before a brand can be meaningfully established. Customers must experience what they perceive as an unparalleled product or service experience first - and only then will the synaptic connection be made to the brand name and logo.
In the early days of my consulting practice I would give a talk at venues where CEOs convened to hear about specific topics of interest. I would give my talk and folks would walk up to me afterward, hand me a business card, and say, “That’s real interesting stuff. I think it might be able to help us. Please give me a call to arrange a time to get together and talk.” Those introductions led to client engagements. Engagements led to client successes, and successes led to CEO-to-CEO referrals. QMP's business is still largely maintained through talks and referrals.
As an entrepreneurial CEO or owner of a small or start-up company, you probably don’t have the economic safety net to tolerate long term losses or less than adequate speed and growth in the adoption of your new products. You also may not feel you have the time or cash to stop everything, pull the team together, and completely re-visit your base assumptions and offering design. This is where panic sets in. What do you do?
Where does one begin the search to find new markets? The good news is: new high-potential market opportunities are typically discovered closer-in than you would imagine. Some await discovery hidden in the clutter of your current customer list. Others find you, not the other way around. In either case, your task is to recognize and quickly assess their viability.
Networking can consume a lot of a sales person's or consultant's time. In this QMP Insight's blog post by Jerry Vieira, CMC the incredible advantages of networking from the front of the room, aka public speaking, are explained.
"You can’t build a durable building on a weak foundation." We’d like to share an insight that has helped executives and business owners sort through all the hype and claims over the last several years about an ever growing list of “gotta-do” new marketing and sales techniques. If you’re a General Manager, business owner or C-level executive, your marketing team probably approaches you annually with a laundry list of funding requests to support their critical marketing and sales programs for the coming year. Those requests may include any or all of; a website upgrade, a branding program, a social media expansion program, a blog, a publicity and PR program or maybe even a new six-figure trade show booth
As a sales person, ask yourself, "Have I ever lost a deal to an inferior offering?" Most sales people answer, yes. The truth is that you never lose to an inferior offering. It may appear inferior in your eyes, and from your perspective. You may even be able to show the specification inferiority in absolute provable, numerical or physical terms. But, it’s not your eyes and perspectives that matter. The only eyes and perspectives that matter are those of the customer.
When we ask groups of salespeople in our workshops and talks to raise their hands if they have ever lost to an inferior offering, they always, almost universally, raise their hands - even though we have told them ahead of time, "It's trick question." The truth is: No one ever loses to an inferior offering. Read why this is true.
It's a Relationship Business! That four-word phrase is probably the most common statement we hear when we talk to sales people about their business. Read this QMP Insights blog post to understand, and avoid, the hidden risks associated with that belief.
As the economy continues to bounce along, (some say showing signs of a small movement off its bottom while others disagree), business owners and managers are getting impatient to find ways to boost revenue. Not only are we seeing evidence of this within our own client base, but also our "Insights" blog post on “Diagnosing Stalled Sales”, published in June of 2011, has re-surfaced recently as the top-read posting on the all time QMP blog popularity-list. The second most popular blog on that list is "The Marketing and Sales Audit”. Business leaders are looking for revenue answers. Standing idly by and waiting for the economic recovery is no longer a reasonable option. As I re-read that “Diagnosing Stalled Sales” post, I