What is the difference? Which is more important? How much does it matter? At some point - maybe working on your website, or hiring your first marketing agency, os responding to a client request - you have been confronted with the battle between features and benefits.  And perhaps a debate about which one is more…

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Each buyer is inspired in a different way.  When buyers come to you, they will talk to you about your own services and try to use your language. But by asking the right questions, you can understand what has really brought them to your door.  Understanding their journey to get to you will allow you…

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We are all sales people.  Not according to our job titles or our job descriptions. But the reality is: we all have to be finding and bringing new clients to our businesses.  Whether you are the business owner or sales person specifically, if you play any role in developing new business, these five truths apply…

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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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To close out this content series about resource audits, how about a mini case study… a story, if you will, about a resource audit applied? The client A software business with an established product in its chosen market. The management board had a development plan for a new product, and data to prove a market…

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A return to the Professional Patois series examining popular buzzwords brings us to address the term: Next Generation New. Improved. This 2010s version of calling something “2.0”. Actual Meaning And, of course, that is the actual meaning. The problem arises with the term’s over-use. Suddenly everything is “next generation”, sometimes when what it really is…

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This is where we are now. Selling is about buying, and the solution is about the problem. A solid sales approach is about more than matching the customer to the product. We now look at sales process, implementation, delivery, use and all touch points as part of the problem solving. A Subtle Change What is…

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In last week’s post we established that objections – far from being conversation-killers – are opportunities to further conversations and relationships. When a prospect raises a particular objection to doing business with you, it is an invitation to further discussion. The Sales Benefit The principle thing an objection does is allow you to continue the…

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One of the principal reasons new businesses fail is a lack of market opportunity. To prevent this, simply define that opportunity and position your product or service accordingly. Except, of course, that it is not a simple task. While the exercise itself is a straightforward one, fulfilling it is complicated as it requires a business owner…

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You have heard me say this before, it’s a bit of a business mantra with me. Not my mantra: yours. Your business success will be determined by the people buying your product or service (buying is more important than selling, more on this in a future post), so make your decisions all about them: the…

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