06 Jul

Have you observed that the effectiveness of your standard sales pitch varies significantly based on the personality of your buyer? If not, it is essential to pay closer attention. Individuals possess distinct personalities and respond differently to various situations. I suggest that sales pros study buyers, not just pitch products. It is essential to tailor your messages and pitch to the specific type of buyer. Failure to do so may result in your message not being well received. For example, if your contact is a risk-averse introvert who is hesitant to try anything new, imagine how she might react when asked...

22 Feb

I have been in enterprise sales for many years. I also have been golfing for just as long. Unfortunately, my sales skills have exceeded my golfing skills.  But as I wailed away in a sand trap earlier this week, I realized there are some similarities between the enterprise sales cycle and a round of golf.  Each has finite beginning and ending points and many changes in strategies and tactics along the way.  Let’s explore that: First, enterprise sales and the golf game have a significant beginning point.  In sales, it is when you have qualified the opportunity, and the prospect has agreed to...

23 Jan

Sellers must decide where to price their products: do they want to be a low-cost supplier, price according to their costs, target their prices for a certain market segment, or deploy a premium price strategy when deciding on their pricing strategy?  Successful brands are using each strategy. Companies such as Starbucks and Canada Goose have chosen to differentiate their products from others in the marketplace by pricing their products as premium brands in their marketplace. They are considered “luxury goods,” products that increase in demand as the buyer’s income increases.   Starbucks deliberately prices its coffee at the high end of the...