>Insigt to Action

9 Misconceptions of Selling to Service Providers

Misconception #1: All Service Providers were created equal Reality: All Services are different. Consequence for sales. Only spend your sales efforts on those SPs who can combine/include your Value Proposition to strengthen/enrich their own Value Proposition and the combined Value Proposition is relevant and meaningful to SP’s target customers. Misconception #2: Service Providers know what [...]

Barriers to Transformation: Check your KPIs

Transformation and in particular Digital Transformation appear to be the ‘ordre du jour’ for many organisations these days. Understandably, Transformation is a massive challenge for all organisations. If you think change is hard, try transformation. “Recognition of the need to think differently is the first-step to Transformation.” If your organisation has already decided to embark [...]

Sell The Problem, Not The Solution

Sell the Problem, Not the Solution. Sell the Disaster, Not Disaster Recovery. This may seem counter-intuitive, misguided or just plain wrong so let's start out by asking a more fundamental question. Why do people buy? Answer. For 1 of 2 reasons: To avoid Problems they don't want. (PAIN) To get Results they don't have. (GAIN) Where [...]

Strategy vs Execution: Which is the more important and why?

“Successful people start before they feel ready.” - attributed to Sir Richard Branson I like to ask groups that I am working with which is the more important: Strategy or Execution? This always results in a highly animated discussion about why strategy is the more important of the two. If the strategy is not in place to [...]

The End of Certainty: The Beginning of Creativity?

“The future ain't what it used to be.” - Yogi Berra We are in a period of massively disruptive and unprecedented change. One of the first victims of massive and disruptive change for many businesses today is certainty. There just doesn't seem to be enough certainty left in the world to go around. More than ever before we are [...]

The Buyer’s Journey: Align your Sales and Marketing actions with the way customers buy

The old rule in sales ABC “Always Be Closing” has passed its use by date. Today ABC would serve us better if it stood for “Always Be Changing”. And this rate of change has never been more challenging for Sales and Marketing because business as usual has come to a sudden end as power has [...]

Collaboration: your path to Sustainable Competitive Advantage?

“Alone we can do so little; together we can do so much.” - Helen Keller Web apps and the internet have changed the way we work and live. Today we live in a world where the creative quality of work improves as we move along the "Hierarchy of Communication" from Connect to Communicate to Collaborate [...]

Recognising Markets in Transition: Move everything to the Cloud

It is always easier to see a market transition after it has happened than when you are in mid transition. “We all have 20/20 vision in hindsight” - Anonymous Think of the Candle Stick Maker. How many are still in business in your area today? Market transitions are usually not single occurrence events, but often [...]

By |2012-05-12T22:24:20+00:00May 12th, 2012|Foresight to Insight, Insigt to Action|0 Comments