Connect the Dots in your messaging A common challenge we see with growing companies is dogmatic need to stick to their core initial messaging. It’s understandable how this happens. After bringing a new product or service to the market and thirsty for revenue they offer to sell their offering to anyone who will pay. This…
Tag: entrepreneurship
Selling Something Innovative Takes Unique Skills
We’ve recently read several articles discussing the shrinking tenure of Sales VPs over the last decade or so, and similar stats for sales representatives themselves. In some cases, the data suggests the tenure is as short as 19 months, down from 26 months only 2-3 years ago. When exploring why this may be one of…
Why I can’t Sell Anything
By Eric Gombrich I was recently honored to be asked to serve on a panel at The Thought Leadership on the Sales Profession conference hosted at Stanford University. If you are like me, you were unaware of this conference, likely because it is relatively new, and I believe long overdue (but that’s another topic). This…
Marketing is to Sales, as _______ is to _________
By Eric Gombrich Have you ever taken a standardized or admission test like the SAT or ACT? Are you like me in that you remember the analogy parts of the test where the pattern goes something along the lines of: Carrot is to Apple, as Car is to _____ A: Steel B: Horse C: Train…
