Help Others Defy Gravity!
Picture this. A big company has one last chance to rise from a serious
downturn. But the company has lots going for it.
An unbelievably loyal customer and market following, A game changing
innovation, A significant demand for exactly that innovation, A bit of money
to back it.
I watched customer after customer 'light up' as we told our story. We
relaunched the company around that game changing solution to widely acclaimed
success. In all my years I've never seen customers react so passionately. It
was the proverbial Slam Dunk. Within a month of the relaunch, there was $60+M
of q... (more)
Looking at a friend of a friend's website. I spent 30 minutes and was still
scratching my head about the value the biz provides.
I found claims for improved performance, increased revenues and just plain
super duper business results. Statistics and name dropping. Every popular
buzzword right there on the Home Page for all to see.
But I still didn't know what they did. I had to dive into the product pages.
I wonder how many other visitors would spend the effort?
The point of communicating with an audience is to share relevant information
quickly and clearly. Forcing your audience t... (more)
I met with a former client to discuss his company's current business. He
wanted to pick my brain on how to best approach their opportunity to
transform themselves, to reinvent and re-tune.
In response to their flat (and somewhat declining) revenue, they've cut back
their company resources across the board - but they've specifically reduced
headcount in sales.
That surprised me. Why would you cut sales when you need to drive
revenue? Beyond the obvious opportunity to let go of the dead weight? I
asked some questions and here's what I learned:
The company released the bottom ... (more)
I saw an article in BNET last week that just plain ticked me off. To Sell
More, Scare your Customers Spitless also sparked a little Twitter debate when
I ranted about it. I was a bit surprised by a few Tweets declaring FUD as an
accepted sales tactic and fear as a great motivator.
I sold mainframes against IBM in my formative 20's. I cut my teeth on FUD. I
won deals against it, and I didn't use FUD to do it. But that's another
The BNET article went way beyond FUD in promoting Provocative Selling. The
fundamental premises are similar to the way many of us have sold/marketed... (more)