Today’s post is a little different from all my previous posts. However, if I am committed to helping you achieve higher results during the coming year – well, it’s time to discuss everything that is important and then you can choose which course you want to take.
Personally, I have noticed a change in the b2b sales marketplace. Buyers and Decision makers have less and less time on their hands to meet with and discuss what we have to offer. Other changes have occurred that are even more taxing to our attitudes and ego – things like reserve auctions, internet shopping for things we sell, RFP overload, and constant shopping of prices designed to minimize our profit margins.
Truthfully, we created some of this due to a lack of selling skills, pushy attitudes and talking too much about our products, services, solutions and offerings. In doing this too often, we created a commodity environment where our customers and prospects could only find one thing to differentiate on – PRICE. Yikes! We shot ourselves in the foot and then only admired our marksmanship. So what can you do?