I will be a show-runner. Not too late to join.
Never thought I’ll be writing sales/marketing pitches’ rules as poems in English. Nevertheless here is the first “the earlier is the stage; the shorter the message!”
I was ordering sushi delivery this evening. While talking to the manager, I felt like ordering sake on top. So I asked what sake options they had. They didn’t have any. That was a very valid answer. They just didn’t have sake in the menu.
Here is the idea. Sometimes I am thinking that removing BUY button from the website would improve sales results. Why?
You are concentrating on fixing customer’s problems not on pushing the deal. The prospect will feel it immediately. Eventually, you will have more business. I am talking about corporate sales.
What is the difference between corporate and consumer purchases? There are many, but one important is the fact that corporate purchase almost 100% based on the word “need” while a consumer purchase often based on the word “want”.
There was this company having the problems with the pipeline and sales. Therefore, CSO told the participants during the meeting: “Ok, guys we are doing not so good however I do have two possible scenarios for us to reach our targets. One of them seems to be quite realistic, and another one is kind of fantastic. I will start with the realistic one. I do believe Jesus will come on the Earth and help us through”.