Things are going well! Your business is growing, your clients are happy, finances are all comfortably in the black and your employees all have smiles on their faces. You can now relax and simply enjoy a job well done. Let the systems run themselves since whatever they are doing, seems to be working. Or. You…

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Both matter. Keeping a focus on how the two differ, and then ensuring both are implemented in your business will enhance the relationships you have with clients, as well as improving your product or service offering. Customer Support Your client has a question about using your product. Or perhaps something isn’t working they way it…

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Your mind was meant to be a factory, not a warehouse. – Mike Vardy   Mike Vardy is a productivity expert who writes at www.productivityist.com. And this quote reminds me of David Allen’s Getting Things Done, where one of the things that stuck out to me is the emphasis Allen puts on not trying to…

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B2B sales have, as discussed previously, three clients in one. When selling to another company or organization you must understand the client entity, the individual buyer, and the ultimate beneficiary of your product (see link above for more detail). Of these three, the Buyer will be the focus of your communication throughout the buying cycle,…

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What they want is the outcome you will produce. People do not buy a B2B product or service for fun, or to do their vendors a favor. They buy solutions to problems, they buy improvements to processes… in other words: they buy the effect a product or service produces for them. Regular readers of this…

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Another question that recently came my way: These days there is so much fuss about making data based decisions. When should gut feelings come into play in decision making? In making business decisions, should you favor your gut instinct over your data? These two things – gut and data – are not in competition. What…

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Over the past couple of months I have had several conversations about whether “saving time” should be central to a value proposition. The answer is yes, and no, and is worth addressing here. For a business to business company, “Saving Time” and its non-identical twin brother “Saving Money” are both essential benefits of any product…

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Thank you to Russel Earnest of Shirt Sleeves Solutions for pointing me towards the Inc.com article Walking the Talk: How to Turn a Mission Statement into Sales. Russell and I had been discussing the uses of mission statements, and he kindly saved and shared the print article with me. I have written in the past about…

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Take a business that sells to other businesses (B2B, or business-to-business). Ask any three employees who their clients are; chances are you will receive three different answers. And, most likely, all three are correct. How to increase sales from enterprise clients? This questions rose recently on an online small business forum, from a provider of…

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What makes a buyer ready to buy? How severe is a pain before the buyer will depart with funds to acquire your product or service? As I have said before: status quo should be on your list of competitors. Sometimes the alternative is more daunting than whatever system is in place at the moment, and the…

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