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Seth's Blog: The client and the customer

Seth's Blog: The client and the customer | Sales and Business Development | Scoop.it
This is a choice, a huge one in the life of the freelancer, the entrepreneur or anyone who seeks to engage with the marketplace. The customer buys (or doesn't buy) what you make. The client asks you to make something....
Joseph Olewitz's insight:

A frequently asked question in my work with business owners is whether we serve clients or customers and the discussion/debate is often not definitive. There's a very viable approach described by Seth Godin as he blogs: Do you sell to "customers" or  "clients?" 

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Doing Some Things Some of the Time - The Sales Blog

Doing Some Things Some of the Time - The Sales Blog | Sales and Business Development | Scoop.it
Sometimes isn’t a good model. If an outcome is important, consistency is what will generate that result.
Joseph Olewitz's insight:

Anthony Iannarino offers insight to the value of consistency in selling - nice!

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Everything You Need to Know About Becoming a Better Listener

Everything You Need to Know About Becoming a Better Listener | Sales and Business Development | Scoop.it
You have ears. Here’s how to use them.
Joseph Olewitz's insight:

HBR on Listening: It all starts with actually caring what other people have to say

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Seth's Blog: What kind of customers do you want?

Seth's Blog: What kind of customers do you want? | Sales and Business Development | Scoop.it
Do you want customers (donors, backers, voters, members, vendors) who are: Litigious Price shoppers Loyal Bureaucratic Demonstrative Followers Leaders Luxury-focused Skittish Trusting Bottom fishers Eager Confident Easily amused Uncomfortable talking about money Part of the crowd Afraid Outliers Desperate Rich...
Joseph Olewitz's insight:

Seth Godin's take onyouget what youincent hits the bull's-eye on how to intentionally create the ideal group of customers/clients. One the first steps I always recommend is to clearly articulate the ideal client and this post is a huge help in that process.

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How to create urgency in sales without being pushy

How to create urgency in sales without being pushy | Sales and Business Development | Scoop.it
Many salespeople attempt to create urgency to help close the sale; however, often it is just a tactic-to-win rather than a genuine benefit to the customer to 'act now'. They will falsely create
Joseph Olewitz's insight:

Nicely focused, Sana. That aspect of false urgency - along with other "pressure tactics" is one of the many alarm bells that sing - this person's advice cannot be trusted. And your suggestions are all valuable

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Sonder in the Business World: How Relationships Create a Lifetime of Success

Sonder in the Business World: How Relationships Create a Lifetime of Success | Sales and Business Development | Scoop.it
“Sonder (n): the realization that each random passerby is living a life as vivid and complex as your own populated with their own ambitions, friends, routines, worries and inherited craziness. It is
Joseph Olewitz's insight:

My post on Sonder connects the individual (Me and You) to all the different individuals we come across daily, in a way that transcends the usual impersonality of business. When applying my concepts of Intentional Growth without a deep empathetic awareness of "the other," we leave much effectiveness out of our efforts to create win-win and to build long term relationships based on trust. 

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These 4 Words Really Matter To Your Business Strategy

These 4 Words Really Matter To Your Business Strategy | Sales and Business Development | Scoop.it
“Sticks and stones will break my bones but words will never hurt me.” Remember that? Chances are one of your parents taught it to you to help you deal with someone who wasn’t being nice to you. The
Joseph Olewitz's insight:

McKinsey's David Edelman picks 4 tried and true BUT OLD business terms that need updating.

 

I especially like the POV on the funnel and the fact that a series of constantly narrowing choices is no longer valid to anyone thinking about the holistic sales process

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Can a goldfish show you how to excite your customers?

Can a goldfish show you how to excite your customers? | Sales and Business Development | Scoop.it
Big data, supercomputers, and advanced analytics are delivering big breakthroughs in marketing. But at a time of data deluge, it’s the small, unexpected  touches that can make all the difference
Joseph Olewitz's insight:

 satisfying customers is no longer enough; deliver real value by going a step further 

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To Grow Your Business, Serve Before You Sell

To Grow Your Business, Serve Before You Sell | Sales and Business Development | Scoop.it
The “takers” of the world want your money; their first inclination is to sell you something – anything – so that you give them more money.Too often, selling means distorting the truth. To make a sale
Joseph Olewitz's insight:

Nice take on the importance of "service" to generating referrals. Add this to building your relationships as a trusted advisor and you'll be very close to a high level of revenue growth

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Seth's Blog: The most important question

Seth's Blog: The most important question | Sales and Business Development | Scoop.it
It's not: Is my price low enough? Is it reliable enough? Do I offer enough features? Am I on the right social media channels? Is the website cool enough? Am I promising enough? No, the most important question in marketing...
Joseph Olewitz's insight:

Yes. Once again, Seth gets to the heart of THE most important question to answer about your potential to increase revenue:

 

"Do they trust me enough to believe my promises?"


 

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When Rising Revenue Spells Trouble

When Rising Revenue Spells Trouble | Sales and Business Development | Scoop.it
How to tell when the gravy train is about to slow down.
Joseph Olewitz's insight:

Does your revenue RISE = trouble? Do you rely on processes and tools honed in a differently paced era? Read this interesting HBR blog post on threats from disruptive change 

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Why Individuals No Longer Rule on Sales Teams

Why Individuals No Longer Rule on Sales Teams | Sales and Business Development | Scoop.it
Today, the best players are team players.
Joseph Olewitz's insight:

An insightful treatise from the HBR blog on why successful revenue growth in today's complex biz world requires combining resources, wrangling involvement of others, and coordinating across multiple arenas.

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Eric Morse's curator insight, January 12, 2014 11:04 AM

The lone wolf needs to wake up...

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How To Talk To People Who Don't Want To Talk To You

How To Talk To People Who Don't Want To Talk To You | Sales and Business Development | Scoop.it
To really catch the attention of decision-makers who are busy and don't want to talk to you you need to be one step ahead.
Joseph Olewitz's insight:

This is an insightful distillation of the basic first steps in building a relationship and interacting when you don't already have a working relationship

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The Humble Salesperson | 22nd Story Strategies

The Humble Salesperson | 22nd Story Strategies | Sales and Business Development | Scoop.it
What kind of image does that phrase conjure? “Oh, I’m just a humble (whatever)” is a much-heard, self-deprecating way of describing what a person does and, used this way, “humble” is a synonym for “lowly.” But we all recognize that, more often than not, it’s facetious. The speaker doesn’t really feel humble; in fact, he usually feels extremely proud, or sometimes even embarrassed at his success. You never hear someone say “Oh, I’m just a humble CEO” or “…Secretary of State.” And yet, there is a very real virtue in being a “humble” salesperson. I formed an opinion about this when I read a blog post by Geoffrey James on Inc.com titled “The Importance of Humility in Sales,” and while I agree with him that humility is important, and with his general idea about the structure of a good sales presentation, I have some very different thoughts about what’s important. A primary resource for Mr. James’s post is a 2002 book called “Beyond Selling Value,” by Mark Shonka and Dan Kosch. I have not
Joseph Olewitz's insight:

My take on the importance of humility in developing new business... and what being humble really means

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To Get Honest Feedback, Leaders Need to Ask

At a certain level, people stop just giving it to you.
Joseph Olewitz's insight:

I've written a lot about being a good listener when your customer or client is talking during the sales and pitch process. This HBR article reminds me of another important side: the need to ask for feedback from your team – both up and down the ladder. This is a really valuable tool and quite a lesson for any of us who don’t do this regularly. (Once you establish a client relationship, it's good to ask for performance feedback there, too. If you have established a true partnership, she will be only too happy to comply.)

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Social Media: A Sales Tool for Intentional Revenue Growth | Joseph Olewitz | LinkedIn

Social Media: A Sales Tool for Intentional Revenue Growth | Joseph Olewitz | LinkedIn | Sales and Business Development | Scoop.it
Joseph Olewitz's insight:

My post points out how Social Media can be a powerful sales tool for Intentional Revenue Growth. Don't miss the opportunity - while you are being social there are people interacting with you who might be your next clients 

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Forget the Fear if You Want to Make That Sale!

Forget the Fear if You Want to Make That Sale! | Sales and Business Development | Scoop.it

rHave you noticed how often we're triggered into fear? Everywhere we look there's a new disease we need meds to fight, new enemies we need to fear, new potential business disasters if we don't buy

Joseph Olewitz's insight:

Well said Rebel, and consistent with your powerful neuroscience approach to business. Very important issue indeed... Sometimes I wonder how much longer people will think using fear works

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The Rewards and Limitations of Whale Hunting   | 22nd Story Strategies

The Rewards and Limitations of Whale Hunting   | 22nd Story Strategies | Sales and Business Development | Scoop.it
In business, so-called “whales” are people just like us . They’re partners, not prey.
Joseph Olewitz's insight:

Do your potential clients sometimes take on an inhuman quality  - especially when they are huge and whale-like? Don't forget they are people ...just like you ... with challenges just like yours... and partnering with them is the key to success. 

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All Feast, No Famine. | 22nd Story Strategies

All Feast, No Famine. | 22nd Story Strategies | Sales and Business Development | Scoop.it
An Interview about Relationships and Success in Business
Joseph Olewitz's insight:

In a recent interview on Savvy Central Radio by Christina Nitschmann I was able to talk freely about how building long-term, win-win relationships as a trusted advisor is the heart of successful business development.

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Joseph Olewitz's curator insight, May 1, 2014 7:11 PM

In a recent interview on Savvy Central Radio by Christina Nitschmann I was able to talk freely about how building long-term, win-win relationships as a trusted advisor is the heart of successful business development.

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Do You Have What it Takes to Be in Sales?

Do You Have What it Takes to Be in Sales? | Sales and Business Development | Scoop.it
Sales is a profession. Let me repeat that statement. Sales is a profession. Unfortunately, it’s a profession that most people fall into or default to as a last resort. As a result, sales leaders
Joseph Olewitz's insight:

This post seems on the surface to be very simplistic, yet it is true and powerful and I'm really glad I stumbled on it. Probably the only thing missing is that you also need "fire-in-the-belly." If you do the work, are prepared, and build relationships you still run the risk of failing unless you really, totally, want and are committed to succeeding. Sales is not a sissy's game.

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The Irresistible Power of Storytelling as a Strategic Business Tool

The Irresistible Power of Storytelling as a Strategic Business Tool | Sales and Business Development | Scoop.it
It might seem old-fashioned. But that's what makes it so effective.
Joseph Olewitz's insight:

HBR on the power of storytelling: “People are attracted to stories because we’re social creatures and we relate to other people.” Don't "sell" - tell stories that add value!

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How to Sell Anything: An Introductory Guide

How to Sell Anything: An Introductory Guide | Sales and Business Development | Scoop.it
“I am a hustler, baby; I’ll sell water to a well!” - Jay-ZRegardless of your business, sales matter. Sales are your organization’s oxygen. They drive the resources that power the business and provide
Joseph Olewitz's insight:

Two important elements in this well written primer on sales

 

1. The definitions and clarifications are really valuable to understand the building blocks to a sales transaction

 

2. I totally disagree with the implication that you can sell anything TO anyone especially when expressed as "...they want it more than the money")... WHATEVER HAPPENED TO PARTNERSHIP AND WIN-WIN?

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Don't Be Ruled by "Rules"

Don't Be Ruled by "Rules" | Sales and Business Development | Scoop.it
I have seen the future, and for better or worse, it seems to be made of thousands of "rules." For managing customer experiences, for driving how you engage with prospects, for nudging a customer
Joseph Olewitz's insight:

Relationship building is at the fundamental core of revenue growth, customer service and much more.  How you approach it can be affected by multiple factors - McKinsey's David Edelman points to a serious trap: don't be a slave to rules

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Seth's Blog: Who are your customers?

Seth's Blog: Who are your customers? | Sales and Business Development | Scoop.it
Answering, "anyone who pays us money," is a cop out. Almost as bad is describing your customers by demographics. It's only a little interesting to know that they are, on average, 32 year old, white, male, lacrosse fans.
Joseph Olewitz's insight:

Does your description of your target audience work? Try Seth Godin's winning approach

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Research: We Should Speak Up About Ethical Violations More Often

Research: We Should Speak Up About Ethical Violations More Often | Sales and Business Development | Scoop.it
Those who are vocal about little infractions are six times more likely to be vocal about the big ones.
Joseph Olewitz's insight:

Fascinating and extremely valuable insight

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Joseph Olewitz's curator insight, January 10, 2014 1:47 PM

The great debate continues... Fascinating and extremely valuable insight into why truth and integrity should be the foundation of any individual - both personal & business