Not all competitors are direct competitors. You are not only competing against people whose business cards have the same words as yours does. Your clients could also find a whole new option or direction that eliminates their need to hire you at all.  Understand how you can be replaced.  Replacement competitors There are various ways…

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Two sentences that will grind your business to a halt: “Anyone is a good client” And “I have no competitors” Let me assure you that taking this approach will slow down your business growth rather than drive it. You should consider it good news to hear that neither statement is true.  Welcome competition In my…

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Your clients want to know what’s in it for them when they buy from you.  They want to know the benefits of using your service.  Note the plural use of the word: there are always multiple benefits and as a business owner or leader, you must know what they are.  Last time (link above) we…

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How do you know who is ready to buy from you, right now?  How do you know who else would be willing to buy from you, if you managed to speak with them? How do you know who else would buy from you if only they knew that you existed? How do you know who…

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Risk and opportunity must coexist in business every day. Focus only on risk, and your business will become stagnant. Ignore the risk for opportunity alone, and you will outpace your resources. Somewhere in between Kodak and Pets.com lies the successful business. Right now, COVID19 is doing its part to highlight the risks. Let’s also address…

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Last week we took a close look at enterprise sales and the various level of customers within each client organization.  This led us to Educational Sales. But what is educational sales? And how do you do it? Why educational sales B2B sales will always be decision by committee. And not all people involved in the…

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A recent project I had included writing a sales strategy for a company that sold an outsourced business service to larger business clients. In other words: B2B service sales. The trick was: their target clients were companies who did not currently have this function in house. Hence their need to buy an outsourced solution. Many…

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The first thing we know about our business is what we sell. As we develop our strategic plans, we also define the problem that we solve. Once we go to market, we are tasked with describing this in a way to attract the right attention, and in only a few sentences. Follow this rule to…

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I had the great pleasure of being interviewed for Donald Kelly’s The Sales Evangelist podcast. Donald is a sales trainer and podcaster, host of the weekly The Sales Evangelist. We met at the JMI Conference in August, where we were both presenters, and shared a fun conversation about virtual networking. Here is the episode in…

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