The Competitive Advantage

March 19, 2024

What are your buyers buying? Hint: NOT what you’re selling!

I think most people with sales responsibility – full-time salespeople and seller-doers – understand that being successful at selling is essentially about being successful at solving your clients’ problems. And they’d be right.

But here’s the rub… too many salespeople think that what they sell IS the solution to their clients’ problems. And when that’s their mindset – especially for seller-doers at research agencies – they spend all of their time talking to potential buyers about their methodologies, or their cool technology, or the new industry pro they just hired. And that’s understandable… It’s where they’re most comfortable and what they know.

But it’s wrong!

November 14, 2023

When a Potential Buyer Reaches Out to You, Whaddaya Do?

A 6-six step process for handling inquiries…

It doesn’t happen a lot… but it does happen. A prospective buyer completes the ‘get in touch’ form on your website requesting more information about your firm. And if they’re going to the trouble of doing this, it’s likely for one of two reasons. Maybe they’re just curious. They stumbled across your website or heard about you from a colleague and want to learn more. Or perhaps, they have a project in mind and think you have the ability to get the job done. Either way, when that inquiry comes in, whaddaya do?

August 29, 2023

Salespeople Welcome!

Disclaimer: This article is going to rub some people the wrong way! And that’s OK… it’s a perspective more people should think about and consider. So here goes…

I’ve read some articles recently saying that 70+ percent of B2B buyers would prefer a salesperson-less buying experience. Why is that? What are you afraid of?

August 8, 2023

How To and How NOT To Use LinkedIn for Selling… A True Story!

In the past week, I connected with two people on LinkedIn, each from a different research firm. And I had two very different experiences with them – one that was great and one that was horrible. The contrast between the two provides a really good lesson on how to use LinkedIn effectively to support your sales effort… and how not to!

July 25, 2023

Is ‘In-Person’ Still Relevant?

As I write this, I’m 35,000 feet over Pennsylvania, on my way home from the Quirks New York event… two days of networking, learning, selling and bonding for 1,500+ MR professionals. Well done, Team Quirks! And it’s because of that event that I’m writing this article. So, to answer the question in the headline – Is ‘In-Person’ Still Relevant? – consider this:

February 7, 2023

Want to Achieve Your Sales Goals? Achieve Your Activity Goals First!

As I write this, it’s early February… and even though it’s only been a little more than a month since ‘New Year’s Resolutions’ went into effect, 90% of them have already been busted! Why is that?

December 13, 2022

Setting Your Sales Goal for 2023? You’re doing it wrong!

Right about now, management teams from firms all over our industry are gathering around conference tables to make plans for next year. And one of the key items on every one of those agendas is, “What’s our sales* goal for 2023?”

[*For those of you afraid of the word “sales,” insert “revenue” here.]

Too often, the management team will defer to the president or CEO, who picks a number ‘out of the air’ because that’s what he/she would like to see happen in the next year. Sadly, very little thinking has gone into the president’s sales goal… it’s mostly gut feel and hope.

November 29, 2022

Best Sales Question Ever?

One of the key attributes of every successful sales rep and seller-doer is their ability to ask questions. Ask enough of the right kind of sales questions, and the buyer will tell you everything you need to know to earn their business.

There are all types of questions – during the exploratory phase of a relationship – that can help you to understand the problems and challenges faced by the buyer. And by understanding what’s happening there, allow you to solve their problem, and in the process, win the sale.