Seven Steps to Shorten Your Sales Cycle
Thu, Apr 11, 2024 | Posted by Bob Sherlock
Does your company provide customers with expensive business inputs?
Or are you crucial in other ways to your customers’ business success?
Does your company provide customers with expensive business inputs?
Or are you crucial in other ways to your customers’ business success?
Thu, Apr 2, 2020 — With the right vision, appropriate resources, and more than a sprinkle of luck, a really good idea can quickly become a sensational success. When that happens, as late-night comedian John Oliver might say, such an idea becomes “a thing.” Unfortunately, when a good idea becomes “a thing” — like the product equivalent of John, Paul, George, and Ringo – the quality can suffer if too many producers try to put their imprint on the hit record. The idea can get watered down, generalized, and misused.
Fri, Oct 12, 2018 — Over the years, I’ve enjoyed working with some brilliant minds from the technology world. From my early days in Telecom and the pioneering days of interactive TV, to the groundbreaking revolution in eCommerce, smart technologists have astounded me with their vision and capabilities. As marketers, however, I find that they often fall short in a few areas. First, technologists tend to err on the side of verbosity, telling people everything their product can do. This lack of focus often results in confusion, and worse yet, a failure to connect to the prospects’ needs. Sometimes this problem occurs in the development stage as a result of what I like to call, “because we can” technical development. In this case, the developers decide to throw in every feature they can think of—whether or not their customers care. But often, wordiness is simply the result of excitement about all the things the company can do.