Steve’s Blog

Steve’s Blog

THE COMPELLING PROPOSAL” HIT KIRKUS REVIEWS!


I wanted to let you know that “The Compelling Proposal” was just reviewed by Kirkus Reviews and the review was very positive! 

I didn’t realize this was actually a big deal until my wife informed me that authors (you know, real ones that write for a living) vie to get a review from them and live and die by their published reviews.

Thanks for your support!

Steve

True Compass - Share this Post
True Compass - Share this Post
Steve’s Blog

WHEN FAILING TO CLOSE IS NOT AN OPTION, DON’T FAIL TO USE OPTIONS!


In previous posts, we’ve explored the reality of significant uncertainty today in any complex B2B sale, such as “What Is Causing Uncertainty?”. As we’ve discussed, we will almost never have perfect information – and, in truth, we can’t have perfect information. This would require all of the customer’s buying influencers to be perfectly aligned on the outcomes they want to achieve and to basically be experts in what they are buying – meaning they can easily “connect the dots” between those desired outcomes and the best solution to deliver them. Think of the risk we’re taking on!

Add to that, the dynamic of being “sold to.” How many of us can’t wait for another telemarketing call during dinner when we are at home? How many of us appreciate hard sell tactics when we are at the car dealership or shopping for a major appliance? I would bet not too many (my experience is salespeople as some of the hardest to sell to – just saying).  Don’t we all want to feel we are making an informed decision? Aren’t we more willing to part with our money when we get to participate in the buying decision? And yet, too often we act like these aren’t important considerations to our B2B customers. The inevitable result is lower conversion rates and extended sales cycles with a heavy emphasis on price/discounts.

True Compass - Share this Post
True Compass - Share this Post
Steve’s Blog

“THE COMPELLING PROPOSAL” HITS BEST SELLER! 


I’m very excited and humbled that my latest book, “The Compelling Proposal (Make It Easy for the Customer to Buy from You)”, has hit #1 on Amazon in two business categories and is listed as the “Hot Seller” in Selling & Sales Presentations.

I can’t thank my connections and followers enough for their support in making this first day launch a huge success! The positive and supportive messages and emails I have received have been truly overwhelming and I am most grateful. As a reminder, the price of $0.99 (Kindle version) will be offered the next few days only, so please feel free to share with your networks and your teams. You can find it on Amazon.

Finally, should you feel inclined, please leave a review on Amazon as this has a huge impact on rankings as well as search results.

Thank you so much!

Steve

True Compass - Share this Post
True Compass - Share this Post
Steve’s Blog

“THE COMPELLING PROPOSAL” LAUNCHES JUNE 11!


I’m very excited that my latest book, “The Compelling Proposal (Make It Easy for the Customer to Buy from You)”, is live on Amazon with the official launch on Tuesday, June 11!  For the first week ONLY, my publisher has set the price to $0.99 (Kindle version) for all my friends, colleagues, connections and followers. Check it out on Amazon.

True Compass - Share this Post
True Compass - Share this Post
Steve’s Blog

TECHNOLOGY SALES – WHEN OUTCOME-BASED “SELLING” DOESN’T WORK


In the previous post, TECHNOLOGY SALES – HOW DO WE GET ACCESS TO THE BUSINESS? we discussed how legacy IT sales organizations can gain access to those much higher up in IT as well as the business (where increasingly the decisions and money are), by initially focusing on the data and applications that are important to the business. Outcome-Based Selling should be a significant strategy for addressing this shift of technology sales to the lines of business. However, I’m concerned with how Outcome-Based “Selling” is being widely interpreted and implemented.

 

A recent publication by LinkedIn The Enlightened Tech Buyer: Powering Customer Decisions from Acquisition to Renewal, found that today’s tech buyers are seeking to make “informed, rational decisions” and that they are under increasing pressure to deliver greater business outcomes (a hat tip to Dutch Schwartz for sharing this study with me). Additionally, the study found that 71% of IT projects are considered failures and 19% are considered utter failures.

True Compass - Share this Post
True Compass - Share this Post
Steve’s Blog

TECHNOLOGY SALES – HOW DO WE GET ACCESS TO THE BUSINESS?


My original plan was to follow up on the previous post with a discussion of how Outcome-Based Selling should be a significant part of addressing the shifting of technology sales from legacy IT to the lines of business. However, I’ve gotten a lot of requests like the following from Coralee Torrence: “The big problem is making that shift when all the relationships we have built are in IT. How do we get there?” I’d like to tackle this topic now.

For most legacy technology selling teams, their primary “relationships” are with IT. And we can infer that their conversations consist of “bits, bytes, feeds and speeds” (after all they are trained extensively on product features). However, what many technology selling organizations, as well as IT departments, lose sight of is that the sole purpose of IT is to support their internal business customers and the objectives of the business.

True Compass - Share this Post
True Compass - Share this Post