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Sales

A Request That Can Kill Any Company Instantly

A Request That Can Kill Any Company Instantly

For service providers competing to differentiate their firms, the RFP process has been like a tighly fitted noose, choking away opportunities to demonstrate their value and expertise. For organizations in the public and private sectors, the request for proposal process is one that quietly has become a standard of attracting and retaining mediocrity. The time has come to put an end to RFP’s and their valueless impact.

 They are fruitless, for the organizations that issues them and for the companies who respond to them.  During their time of conception they were pretty innovative, one long document that summarises what kind of vendor you’re looking and how you would like them to respond. It was an excellent way of selecting value 30 years ago. However in this new millennium where are lives are ruled by smartphones, smartwatchs and smart TV’s, RFPs are no longer a smart way to discover value or sell value. Organizations that use the RFP process are losing the greatest asset their company has, time. 

The Four Attributes That Drive Continuous Sales Growth

The Four Attributes That Drive Continuous Sales Growth

 "The rise of smart customers is already undercutting loyalty: People download price-comparison apps to find the lowest price. It threatens to dissolve–perhaps in months–the advantages your business may have gained over years of investing millions in bricks-and-mortar (think Borders and Best Buy), as these same customers shop online and buy from a lower-priced competitor while standing in your store....In short, smart customers abandon companies that they believe behave stupidly"

- Michael Hinshaw ,CMO Magazine

 In today's world it takes more than well written scripts and smiling faces to sale consumers. Thanks largely in part to social media, the wide availability of information from the web and the rising power of millennials, customers are smarter, harder to impress and refused to be seduced by even the most advanced sale strategies or advertisements.