Bob Riefstahl
Emotional Resonance in a B2B Space: How Do We Achieve Resonance With Stakeholders?
The phenomena of resonance takes place in a multitude of areas in our daily lives, and is significant in that many of those areas are areas that bring us great joy and pleasure. From the waves of the ocean to the beautiful strains of music, it it isn’t difficult to find the importance of resonance in, well… the most important things.
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The 2% Difference Between Winning and Losing a Deal
In our most recent blog, we discussed the importance of utilizing a variety of available mediums to achieve maximum client satisfaction. Over the course of the next several blogs, we will look at the guiding principles for executing the Rule of 24 across each of these mediums. Your sales team members will benefit by incorporating these principles in client interactions, and I will spend time with each principal, examining, in depth, how to best make it a part of your client/sales team interactions. The following are the principles we will examine over the next series of blogs:
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Simplifying the Sale in 5 Steps
Today’s B2B buying and selling game is unwilling to slow down to accommodate the “crawl” that is necessary to accomplish a bottom up/directed opportunity using the traditional method. In adhering to a Rule of 24 Bottom Up/Directed opportunity approach, operations are streamlined and purposeful. Gone are the days of phone tag and waiting to hear if the potential client has heard from the person in authority who has permission to process orders, or if the sales team will need to wait for that approval. Also gone are the follow up meetings after follow up meetings that might take months to manage and schedule. By following a less traditional, and more advanced Rule of 24 Bottom Up/Directed Opportunity, what might’ve taken months can be accomplished in a matter of days, or even mere minutes.
Why is Shopping for Chairs Like Shopping for Training?
Recently I was shopping for a contemporary, accent chair online and it was overwhelming. There were hundreds of styles and choices. I thought I had the “winner” until I read the return policy. After all, what do I do if the chair looks great but feels like a medieval monolith? Well, the conditions for return were BRUTAL! They included large restocking charges plus the cost to ship it back to the retailer. Did I really want to take that chance? Nope.
Like my online, chair-shopping experience, if you are looking for pre-sales, client success or sales training, the cost for making the wrong choice is brutal. Your organizational capital will plummet, your budget will be blown and your teams will risk continual mediocrity, or worse.
Back to my chair…as much as I HATE, HATE, HATE (too many hates?) furniture shopping in brick and mortar stores, I realized I needed to take my favorite styles and sit in them. The good news was, my online experience simplified my style choices. Sure enough, the one I liked was horribly uncomfortable! So, I went to style number two, and it felt incredible on the arse and back!
If you’re “shopping” for training, sure, #2WinGlobal has an solid selection of excellent programs. We have testimonials, case studies, workshop summaries and video examples of what and how we teach. But, how do you know our training fits your organization? Avoid the risk, embarrassment, or worse and sit in the chair of your final selections! The course doesn’t have to be the exact one you are considering any more than the fabric in a showroom needs to be the exact choice of the chair you want to buy. You simply need to know that your vendor of choice has the structure, tenants and facilitation talent you believe would drive the improvements you’re seeking. Once you’ve made your vendor selection, you should expect that vendor to interview your team members and potentially personalize the content to fit your exact specifications. That’s the final fabric of a training initiative you can proudly put your name on.
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3 Software Demonstration Tips
Ah, the good old days. Software was limited in what it could do, user interfaces were simple and single-purpose, and users did not ask for unlimited flexibility. How easy it was then to design, engineer, and demonstrate software.
