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: innovation
Do Your Case Studies Say What You Think?
As economic pressures continue to mount on healthcare providers and payers alike, sellers continue to be pressed to demonstrate the impact their solutions will or might have once implemented. Demonstrating what benefits the solution will imbue is a core element of value-based selling. As such sellers commonly develop case studies based on what current clients…
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…
True Innovation Requires a Unique Sales Approach
We recently read and discussed an article from McKinsey & Company entitled “What’s wrong with solutions selling – and how to put it right.” It’s a great analysis of the role a company can play, and the investments it can make, in order to make its sales team more effective. The authors make the case…
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…
