Season 1 - Sell It: Recent Episodes
IBGR onAir Talent William Eastman
Sales 'SELL IT"
How to develop the account. This is bigger than figuring out how to get somebody to buy something. It looks at the customer’s or client’s total situation to identify the root cause of their pain points and provide solutions for today plus building a long-term relationship to upsell your entire offer and become the supplier of choice.
Topics:
- How to create a compelling picture of the company's future to attract customers, employees, and investors;
- How to find high margin customers that fit your process and offer;
- How to clarify the role of sales as Business Developers, not just selling;
- How to effectively use the business owner and executives in the sales process;
- How to build compensation systems that drive the sales force to do the right thing;
- How to use technology as the backbone to maximize sales efforts.
Product Leadership or Quality
The consistent striving to provide your customers with leading-edge products/services or useful new applications of existing products or services. In order to do so, they must be creative, agile and fast.
Get the complete Show Notes at www.ibgr.network/show-notes/episode-c003-product-leadership-or-quality
Operational Excellence is the execution of the business strategy more consistently and reliably than the competition. Operational Excellence is evidenced by results. Given two companies with the same strategy, the Operationally Excellent company will have lower operational risk, lower operating costs, and increased revenues relative to its competitors, and creating value for customers and shareholders.
Get the complete Show Notes at www.ibgr.network/show-notes/episode-c002-operational-efficiency-or-price