Pay-off: get your non-sales teams beginning to sell Investment: > 3 mins To be (a cog) or not to be (a cog), that is the question. Upgrade your cogs Some time back, businesses needed people to be ‘cogs’ to repeatedly turn and perform specific functions. The factory model worked at the time. Some businesses still …
Simple. Be ‘pully’. Do all you can to get alongside your customer. Get up on the platform with them. Scope out the scene with them. Define and agree on the problem. Consider your options, side by side. Then, alongside them, “pull” the right solutions in. Simples.
Pay-off: become better at steering others towards action Investment: < 2.5 min You’ve no doubt heard that people buy emotionally and justify with logic. Another way of looking at it is that logic makes us think and emotion makes us act. What do you want your customers to do? Think, or act? You’re probably rightly …
Pay-off: from smart to commercially smart Investment: < 2 mins Typically intelligent (and very nice) people I work with say, “We’ve got some excellent intellectual property”. I say, “Well, whoopee.” (in my head, with professional respect, obviously). (Please note, I’m paid to think this. I’d be utterly useless to my clients if I simply rejoiced …
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