I'm now going to date myself, but it's an important perspective in understanding just why I, you and the entire profession of sales need to keep rapidly evolving while it focuses, not on the practice of sales itself, but on the value that we bring to our customers.
Not that long ago, I grew up in Arlington, Massachusetts, which is now a highly desired community to live in with close proximity and an excellent public transportation into the tech and pharma centers of Cambridge and Boston. That's Arlington today, but I clearly remember...
With my students at Tufts and MIT, even though we work in engineering tracks, I carefully exclude any mention of ancient companies such as Digital or Kodak or Polaroid which have little relevance, other than dusty history lessons, in any of our discussions regarding marketing or business planning.
All of which brings me to think through this phrase of "party lines" and its relevance to today's tactics of selling and adding value. As we work through these last two weeks of this critical quarter, how well practiced are you, and how would you grade yourself as to your ability to deliver "the party line" of...
They are absolutely critical, and in the race to jump ahead of the competition and define true customer value, these are very fundamental common questions that are being asked of BDRs, of account reps and especially of customer experience associates.
Another opportunity for preparing now for Q4 is to do the same type of "relook" at the basics of your 2016 Marketing Plan after reviewing our ebook on "How to Write a Marketing Plan". This consists of mostly solid basics and tactical structure stuff...which just might be the perfect thing to do right now before you dive too deeply into Q3.
...and, of course, if you just want to talk through some of where you are right now and use us as a confidential sounding board...or do a short Whiteboarding Session with any of us, just email me, and we will work out a convenient schedule.
Good Selling!
These are the days that count!
Have a great weekend!
Derby Management...for 25 years
-Sales & Marketing Productivity Experts
-Business & Strategy Planning Specialists
-Senior Management Coaches for CEOs & VPs
Box 171322, Boston, MA 02117
Jack's Cell: 617-504-4222