Browsed by
Month: December 2013

Goals and New Year’s Resolutions 2014

Goals and New Year’s Resolutions 2014

It’s Sunday, December 29th, 2013, at 12:09pm in Toronto. There are less than 60 hours left in 2013. The sun is shining and the day is bright and I’m sitting here at my desk with the curtains closed and with the music off. No I’m not sad. I’ve a pot of french roast brewing in the kitchen, a notepad in front of me, and my mind in full-on introspection mode. With just the few days remaining, I am looking back…

Read More Read More

The New Sales Funnel – Prospecting version 2.0

The New Sales Funnel – Prospecting version 2.0

Ok, I’ll admit it. I judge people. ALL THE TIME. And I have no reservations about it! As a sales professional, it is your job to judge and to categorize. Having said that, it is extremely important to not jump to conclusions and make a judgement prematurely. That, is what I call stereotyping. We judge customers as ideal, and not. An ideal customer fits perfectly into your business’ niche. An unideal customer may still be profitable, but doesn’t nestle as…

Read More Read More

The Importance of Relative Cost

The Importance of Relative Cost

One important lesson that has been passed on to me, is to take a deep look at the relative cost of what you are selling. In the B2B world, where I am selling a cost component of the my customer’s finished product, I need to understand my relative cost as an approximate percentage of the final price. To understand what I mean, here are two examples:

The New Sales Funnel – Turn Your Taps

The New Sales Funnel – Turn Your Taps

Sales can be a game of chance and statistics. One will never close every single lead, so how do we plan for this to maximize your success? You won’t score with every shot, but as Wayne Gretzky said, “You miss one hundred percent of the shots you don’t take.” Taking more shots will of course mean you’ll have a better chance of scoring! That is old school. Brutal. Simple and in many cases, very effective. But times have changed, old…

Read More Read More

The First Moment of Truth

The First Moment of Truth

We’ve all experienced it. Some call it true love, some call it lust. For P&G’s marketing team, they call it the first moment of truth. It, refers to the first few seconds of interaction between a consumer and a product. This is the critical moment, when the emotional language of the product and its packaging reaches into the shopper’s subconscious and triggers an immediate response. Done wrong, and this could be what makes the consumer turn away, sometimes in disgust,…

Read More Read More