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: marketing
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…
Great Marketing…Be Careful What You Wish For
By Eric Gombrich A common challenge we encounter with entrepreneurial and early stage companies is a focus on ‘Marketing’ without reciprocal attention being paid to ‘Sales.’ Grant you, this is viewed through the lens of the entrepreneurial venture selling its wares to other organizations, or Business-to-Business (B2B), and not consumer-based sales (B2C). This context is…
