I am in the middle of reading a very interesting book called Linchpin. This is Seth Godin's new book on how to make yourself "indispensable" to any organization. So far it is a great read and there are some very interesting information nuggets available from a sales perspective.
Seth talks about "being remarkable" which in any economic climate certainly makes sense. For a senior sales executive this has never been so apparent. We have been "solution selling" for years which is a natural process - and that is not going away. The issue these days is trying to create attention AND generate a response with prospects. Seth has some great ideas.
Basically we need to all get extremely "creative" - whether this comes in the form of approach, during the evaluation phase, or attempting to close the business - we need to be more "artistic" in everything we do. Being systematic and automated doesn't cut it any more. The quantitative part of the business only takes us so far. The qualitative mixed with quantitative is the way to go.
So put on your "creative caps" and start thinking of different ways to deliver your message and move the sales process forward.
Here's the link to Amazon for the book: http://www.amazon.com/s/ref=nb_sb_noss?url=search-alias%3Dstripbooks&field-keywords=Linchpin&x=0&y=0
No comments:
Post a Comment