The salesperson of 2009 will be one who can build solid relationships and keep current on clients need and industry trends. We must transform from a salesperson to a trusted advisor who improves businesses results. The extraordinary differentiators will be the pleasure of working with you. Salespeople must become problem solvers who understands their clients business model while at the same time have the ability to help them acquire the resources to reach their goals and objectives. Salespeople must get an understanding for why, how and when clients buy.
Most clients are satisfied with what they have because most people are happy with the status quote. It is your job to show them greater satisfaction because most people are never so satisfied that they don’t want any more satisfaction. Create a desire for your products or services by showing the client how they will receive greater satisfaction. Salespeople must plan their work and work their plan. Those who fail to plan, plan to fail. Execution is the key to success of your plan and how it will be lead. The critical function of a top salesperson is performing a business need analyses which will uncover problem areas unknown to clients. We must focus on helping our clients receive the maximize return on investment (ROI). Always focus on delivering value and one of the ways of creating value is developing a value proposition.
Monday, April 6, 2009
Tuesday, March 3, 2009
Achieving Success through Strategic Alliance
In today's rapidly changing global economy, partnering has become a way for businesses of all sizes to achieve next level success. This is especially true for a company with partners that complement their business. Worldwide, there are over 20,000 alliances formed between organizations. In the United States alone, 60% of the top CEO'S approve of alliances. And of those CEO'S who approve, 35% of their company's revenue comes from alliances.
Companies form alliances for different reasons, and these are just a few:
· to gain a certain market share
· to achieve a competitive advantage
· to further define customer requirements
· to satisfy funding constraints
· to share expenses
· to compete in the global marketplace
· to become more technologically advanced
Gaining Market Share
A company can gain market share by forming an alliance with a complementary business. For example, an automobile company and a financial services firm can form an alliance to jointly advertise the sales and financial options available on purchasing and leasing an automobile. In such a scenario, the financial services firm would handle financing and the automobile company would provide the cars and the services. The automobile company handles the sale of the cars and the financial services firm handles financing. This is a “win-win” situation because marketing costs are shared and both firms increase their market share.
Achieving Competitive Advantage
In order to achieve competitive advantage, companies can seek out other organizations to share resources and enhance the product line of both companies and set them apart from other companies. For example, a software firm with specific and exclusive expertise can partner with a reseller that has network expertise. When they come together, both companies will have a competitive advantage in their specific markets. This enables each company to reach the maximum return on investment.
Defining Customer Requirements
Companies can pool resources to better define customer requirements. Resources, such as human capital, infrastructure and technology, utilized in a cost-effective manner, can exceed customer requirements. In return, this type of alliance will assist with building a loyal customer base for all parties. A loyal customer base can reduce customer acquisition costs and enhance bottom-line performance. In this case, all companies build a strong brand, enlarge market share and boost profitability.
Satisfying Funding Constraints
When companies can come together who are limited in capturing their individual maximum potential, they can form alliances and pool resources (such as capital and credit) to build a profitable organization. Here, companies can optimize business opportunities and increase funding operability.
Sharing Expenses
Companies can partner to have joint operations and processes for cost reductions by increasing size. One example is that consortiums can be formed where purchasing power is increased and the savings flow straight to the bottom line! Other examples include companies who join in efforts with advertising, accounting, etc.
Competing in the Global Marketplace
Forming strategic alliance with complementary organizations in international markets can expand your company globally and economically. Alliances formed with international companies can offset barriers including: lingual, cultural, political, etc. These alliances will also allow your company to develop a contact base in foreign markets.
Becoming Technologically Advanced
Forming alliances can assist companies to become technologically advanced. High-tech companies can develop “win-win” situations using the most modern technological advancements. To illustrate, forming an alliance with an internet service provider can aid your company to gain market share through using the Internet. Both companies can capitalize on the individual services that are complementary and that affect success. This is an ideal situation for a company to find itself.
Strategic alliances take on many forms. There are mergers & acquisitions, strategic teaming arrangements, joint ventures and sub-contracting. With any alliance the deal must be a “win-win” opportunity for it to be a best-fit solution. Discovering value in alliances is the key to long-term success. Each company in an alliance must stay focused, be a team player, measure progress, and define objectives and strategies. Having synergy will assist in achieving the maximum value in an alliance. Each party in an alliance must have confidence in the integrity of the players.
Forming strategic alliances is one of the best strategies for businesses in the new millennium. Alliances will add value to a company. How? Alliances will allow companies to take advantage of capabilities, provide new opportunities, risk sharing/management, and enhance growth and profitability.
Companies form alliances for different reasons, and these are just a few:
· to gain a certain market share
· to achieve a competitive advantage
· to further define customer requirements
· to satisfy funding constraints
· to share expenses
· to compete in the global marketplace
· to become more technologically advanced
Gaining Market Share
A company can gain market share by forming an alliance with a complementary business. For example, an automobile company and a financial services firm can form an alliance to jointly advertise the sales and financial options available on purchasing and leasing an automobile. In such a scenario, the financial services firm would handle financing and the automobile company would provide the cars and the services. The automobile company handles the sale of the cars and the financial services firm handles financing. This is a “win-win” situation because marketing costs are shared and both firms increase their market share.
Achieving Competitive Advantage
In order to achieve competitive advantage, companies can seek out other organizations to share resources and enhance the product line of both companies and set them apart from other companies. For example, a software firm with specific and exclusive expertise can partner with a reseller that has network expertise. When they come together, both companies will have a competitive advantage in their specific markets. This enables each company to reach the maximum return on investment.
Defining Customer Requirements
Companies can pool resources to better define customer requirements. Resources, such as human capital, infrastructure and technology, utilized in a cost-effective manner, can exceed customer requirements. In return, this type of alliance will assist with building a loyal customer base for all parties. A loyal customer base can reduce customer acquisition costs and enhance bottom-line performance. In this case, all companies build a strong brand, enlarge market share and boost profitability.
Satisfying Funding Constraints
When companies can come together who are limited in capturing their individual maximum potential, they can form alliances and pool resources (such as capital and credit) to build a profitable organization. Here, companies can optimize business opportunities and increase funding operability.
Sharing Expenses
Companies can partner to have joint operations and processes for cost reductions by increasing size. One example is that consortiums can be formed where purchasing power is increased and the savings flow straight to the bottom line! Other examples include companies who join in efforts with advertising, accounting, etc.
Competing in the Global Marketplace
Forming strategic alliance with complementary organizations in international markets can expand your company globally and economically. Alliances formed with international companies can offset barriers including: lingual, cultural, political, etc. These alliances will also allow your company to develop a contact base in foreign markets.
Becoming Technologically Advanced
Forming alliances can assist companies to become technologically advanced. High-tech companies can develop “win-win” situations using the most modern technological advancements. To illustrate, forming an alliance with an internet service provider can aid your company to gain market share through using the Internet. Both companies can capitalize on the individual services that are complementary and that affect success. This is an ideal situation for a company to find itself.
Strategic alliances take on many forms. There are mergers & acquisitions, strategic teaming arrangements, joint ventures and sub-contracting. With any alliance the deal must be a “win-win” opportunity for it to be a best-fit solution. Discovering value in alliances is the key to long-term success. Each company in an alliance must stay focused, be a team player, measure progress, and define objectives and strategies. Having synergy will assist in achieving the maximum value in an alliance. Each party in an alliance must have confidence in the integrity of the players.
Forming strategic alliances is one of the best strategies for businesses in the new millennium. Alliances will add value to a company. How? Alliances will allow companies to take advantage of capabilities, provide new opportunities, risk sharing/management, and enhance growth and profitability.
Tuesday, February 3, 2009
How To Sell In 2009 Slowing Economy
Today customers have access to products and service information. They can find information easily by searching the internet. To stay ahead of the curve the small business owner will have to deliver customized solutions to their customers. Therefore it is imperative that small business owners develop cutting edge selling skills. The key factors that will drive successful selling in 2009 are:
. Business acumen
. Trust
. Technology
. Relationship
. Problem solver
In 2009 the successful businessperson will know how to leverage market intelligence, technology and contacts and assume the role of trusted advisor to their clients. Developing a need analysis is a must to deliver customized solutions to customers. The most important factor in the selling process is building a relationship with clients. After all people still do business with people they trust and like. Cusotomized solutions should be based on customer needs along with assisting them to gain maximum return on investment (ROI).
When presenting need based customized solutions to a client focus on benefits. The following are a few terms that customer organizations like to hear that benefit them:
. Increase cash flow
. Increase profits
. Grow sales
. Reduce cost
. Market leader
. Competitive edge
. Improve productivity
. Boost moral
When performing a presentation some info to remember is according to studies conducted at UCLA show that only 7% of our feelings and attitudes are communicated with words, 38% are communicated through our tone of voice, and 55% are communicated through our non-verbal expression.
. Business acumen
. Trust
. Technology
. Relationship
. Problem solver
In 2009 the successful businessperson will know how to leverage market intelligence, technology and contacts and assume the role of trusted advisor to their clients. Developing a need analysis is a must to deliver customized solutions to customers. The most important factor in the selling process is building a relationship with clients. After all people still do business with people they trust and like. Cusotomized solutions should be based on customer needs along with assisting them to gain maximum return on investment (ROI).
When presenting need based customized solutions to a client focus on benefits. The following are a few terms that customer organizations like to hear that benefit them:
. Increase cash flow
. Increase profits
. Grow sales
. Reduce cost
. Market leader
. Competitive edge
. Improve productivity
. Boost moral
When performing a presentation some info to remember is according to studies conducted at UCLA show that only 7% of our feelings and attitudes are communicated with words, 38% are communicated through our tone of voice, and 55% are communicated through our non-verbal expression.
Friday, January 2, 2009
Coaching Services Assist Business Executives to Reach Peak Performance
MAJ Advisors (MAJA), a leading business consulting firm, introduces business coaching services aimed at owners and executives of emerging small and medium-sized businesses. The mission of the coaching services is to provide business executives with solutions that are tailored to fit their growth needs. The coaching division consist of business experts who provide customized one-on-one coaching with individuals to assist them with reaching their maximum performance.
According to Marcus Johnson, president of Birmingham, Alabama based MAJA, needs analyses are performed and coaching services are based on an executive's specific needs. Johnson states that coaches assist business executives with reaching next-level success similar to professional sports coaches who lead their teams to world championship titles. The business coaching service has impacted MAJA's clients in the following areas:
. increasing the size of their average sale
. increasing their customer base
. reducing their expenses and liabilities
. eliminating time and money losses
. acquiring capital
. generate new areas of revenue
Business coaching services combine the expertise, resources, energy and motivation that propel business leaders to position their companies for high growth, and assist them with cutting edge business solutions.
For a majority of fortune 1000 companies and government agencies, the trend of the new millennium is to downsize and to outsource none-core business departments. This transitional development creates great opportunities for growing small and medium-sized businesses. According to U.S. government statistics, small and medium-sized businesses are creating a majority of the new jobs and opportunities. To that end, savvy business executives are starting to develop partnering opportunities with firms that can assist their companies with gaining a competitive edge in a global marketplace.
Today's new economy requires busy and successful entrepreneurs to employ the services of a world class business coach to assist them with information and business strategies needed to make key business decisions. Retaining the services of an excellent business coach is one of the best investments an entrepreneur can make. The Return on Investment (ROI) realized is increased employee loyalty, customer loyalty and market leadership which reduces company expenses and strengthens peak profitability.
A company official at MAJA states that most needs analyses free of charge. The business coaching services are billed at hourly rates based on the level of services provided.
According to Marcus Johnson, president of Birmingham, Alabama based MAJA, needs analyses are performed and coaching services are based on an executive's specific needs. Johnson states that coaches assist business executives with reaching next-level success similar to professional sports coaches who lead their teams to world championship titles. The business coaching service has impacted MAJA's clients in the following areas:
. increasing the size of their average sale
. increasing their customer base
. reducing their expenses and liabilities
. eliminating time and money losses
. acquiring capital
. generate new areas of revenue
Business coaching services combine the expertise, resources, energy and motivation that propel business leaders to position their companies for high growth, and assist them with cutting edge business solutions.
For a majority of fortune 1000 companies and government agencies, the trend of the new millennium is to downsize and to outsource none-core business departments. This transitional development creates great opportunities for growing small and medium-sized businesses. According to U.S. government statistics, small and medium-sized businesses are creating a majority of the new jobs and opportunities. To that end, savvy business executives are starting to develop partnering opportunities with firms that can assist their companies with gaining a competitive edge in a global marketplace.
Today's new economy requires busy and successful entrepreneurs to employ the services of a world class business coach to assist them with information and business strategies needed to make key business decisions. Retaining the services of an excellent business coach is one of the best investments an entrepreneur can make. The Return on Investment (ROI) realized is increased employee loyalty, customer loyalty and market leadership which reduces company expenses and strengthens peak profitability.
A company official at MAJA states that most needs analyses free of charge. The business coaching services are billed at hourly rates based on the level of services provided.
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