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September 2019 Newsletter

Welcome to the September Newsletter where we highlight what happened in August and provide summaries of key information we have shared.

The Post of the Month

JD posted on Value in August on LinkedIn.  The key points were:

What is Value? And how should we measure it?

Firstly value is measured by the customer. It doesn’t matter how valuable we think we are it’s only the customer's view that counts.

Secondly, it is not only their personal view of value but how their company measures value.  

How does your customer measure value? Here is a tip: if you think value is measured in terms of your product you are wrong. It should reflect the customer's problem and how much you will make them or save them. If you are unsure it's never too late to ask or reconfirm with your prospect.

 August Masterclass

We had such a big response to the Build Your Pipeline Masterlass in July that we were asked to run it again in August. JD took everyone...

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The $8 Haircut

The $8 Haircut was posted by JD on LinkedIn today.  It is shown below.

JD challenged you "When you visit your next prospect what will you do differently?"

There were over 50 comments on the post and I love the ones who encourage us to listen more.  When we talk with our members about being different, we start with listening.  Trust me, if you listen to your clients and prospects you'll be different to almost all your competitors.

We talk about earning the right to sell.  And telling is not selling. 

Do you really understand your customers?  How much time do you spend understanding what your prospective customer is trying to fix with your product? 

If I could guarantee you 10 hours with your next prospect at the start of the sales cycle:

  1. In which hour would you do a product demo?
  2. How many of those hours would be talking about you, your company and your product?
  3. How long would you take to understand your client, asking critical questions,...
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How do you control the sales process?

In his recent post, JD spoke about the need to control the sales process.  We've been asked to expand on how that is achieved in new and existing sales cycles.  We recommend 3 simple re-framing points.

The first thing to consider in your business is to be clear that the "sales cycle" is your frame of reference.  A buying cycle is the client's frame of reference.  This can seem like a trivial point but if all your internal language is from your frame of reference, how are you going to consider the client's viewpoint?  Start to bring this language to your sales discussions and you'll soon be thinking like a buyer.

Often people new to sales, or just extremely nice and polite sales people, are apprehensive when it comes to asking questions about the process the buyer is going through.  You need to think about your resources (time, people, money) being just as valuable as your potential client's resources.  It is even more important when your client is...

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