September 2017 Salespeople Aren’t Always Magicians, Renewable Energy on the Rise, The ROI of Continuing Business Education and September Strategic Movements

Top Salespeople Are NOT Magical Creatures

September 2017 Selling

Neil Rackham, Reed Holden, Andy Zoltners, Prabha Sinha, and many others have all repeatedly found that good salespeople are methodical. They use an approach towards sales that drive prospects through a process.  The process starts with discovery, goes through a learning phase and needs understanding stage, then a proposal that solidifies the tradeoffs, and finally closing.

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Strategic Movements September 2017

September 2017 Marketing, Pricing

Wendy’s achieved another quarter of same store sales growth.  Was it their sassy social media campaign that reminds detractors of the existence of refrigerators?  Was it their new menu items?  Or was it the fast food chain’s competitive pricing? Of the three, I think it was their social media campaign that propelled otherwise strong product and pricing strategy to outperform.

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Top 6

“We look forward to hearing directly from Mr. Smith on this unprecedented breach that has raised serious questions about the security of consumers’ personal information,” Greg Walden (R-Ore) and Rep. Bob Latta (R-Ohio), chairman of the subcommittee on Equifax CEO Richard Smith’s testimony before congressional lawmakers.  The Hill

  1. Will testimony appease the damage?
  2. How can this procedure help prevent future breaches?
  3. Perhaps we should look more toward our dependency on online transactions…
  4. Yet that trajectory is probably far beyond any reflection.
  5. Rather a seismic modern way of life…
  6. Destined for providing staggering modes of convenience alongside profound setbacks.
From the Archives

Top Salespeople Are NOT Magical Creatures

» July 2017

Strategic Consulting as Detective and Diplomat

» July 2017

Rules of Retailing and Changing

Wake Up and Smell the Fumes, Mr. Trump: Renewable Energy is the New Growth Industry!

» August 2017

The Apple iPhone Success Story: Planned Obsolescence, Disruptive Innovation or Something Else?

» August 2017

Why Customer Research Is So Important For Any Business

Learning on the Clock: Should You Rethink Your Policy?

» July 2017

The Right Personality For The Right Negotiation

» March 2017

Glass Cliff or Brick Wall: Can Women Really Be Successful Leaders in the Tech Industry?

Strategic Movements September 2017

» July 2017

Valuing Benefits: Weighted Average or Economic Impact?

» March 2017

Collaborative and Dynamic Pricing for Product Manufacturers