One of our clients in the IT services space recently had the opportunity to pitch the CIO of a Fortune 50 technology giant. Several members of their senior leadership team flew out for it. It was a perfect test for the new sales messaging. At the end of their three hour meeting, the CIO pointed to the diagram on the whiteboard and told them that of all the things they presented that day, that was … [Continue reading]
Watch what happens if you tell prospects they’re on the wrong plane
Too many prospects will politely smile and nod through your entire sales pitch – when all they’re really doing is nodding off to sleep. How do you wake them up? It takes an eye-opener – an unexpected problem or issue that will grab their attention early on in your sales message. One of the most effective eye-openers we use is to tell prospects they’re on the wrong plane…. “Excuse me, but what did you just … [Continue reading]
Sell more by offering less (six reasons to specialize)
37signals made a very gutsy move earlier this year. After 15 years in business, and with a growing portfolio of products, they decided to become a one-product company – selling only Basecamp (their popular project management tool). They even changed their name from 37signals to Basecamp. Why would they do that? What about all the untapped potential and future revenue from all their other products? What Basecamp tapped into is a very powerful, yet counterintuitive, … [Continue reading]
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