We Need2Look Ahead

In the marketing world, we tend to be heavily focused on the next month, quarter, or year. A lot of business is like that – forecasting sales, production, and the sort. You’re wondering what you’re going to need, how your supplies will meet your demands, when you’ll see an increase in patient flow. Everything has to work together.

If you’re in leadership, you will generally find that you’re looking ahead even more often than others. Not only are you out in front thinking about that next campaign, budget, trend, or outlook, but you’re also expected to lead your group in the right direction.

On the Way2the Top (or Back)

About a year ago I worked with some other community leaders in Roanoke to restart a small non-profit music venue (visit TheSpotonKirk.org) and over that chunk of time I’ve observed some interesting things.

One pattern has surfaced pretty consistently.

Priced2Sell???

We all like a good deal. Who doesn’t like to save some money?

B2C Enterprises invests over a million dollars in media most years, while at the same time, interacting with salespeople from at least seven states. That’s a lot of business transactions and a lot of sales appointments.

Storytelling2Convince

When I was a young salesperson I realized people didn’t want to be told how great my product was, nor did they want to be convinced of something based on raw numbers or statistics. This line of sales is rarely successful.

What works is storytelling.

Choose2Care

The insincere salesperson.

They’ve ruined the process for many. Certainly they’ve made a lot of work for those who genuinely do put their prospects' best interests first. Typically when a salesperson walks through the door, the potential client leans to the position of distrust. It may be unfortunate, but it’s generally the case.