Innovation Insights explores the impact of new and emerging concepts in sales, marketing, strategy and leadership for CEOs of growth-driven business-to-business companies.
Business leaders today are constantly operating in the middle of two extremes. On the one side are all of the tactical demands of the business - tasks, issues, crises and other things that just have to get done. On the other side are all of the strategic demands - the ideas, concepts, strategies, messages and models that are essential to the future of your company. Some CEOs focus too much on the tactical side (working in the business but never on it), and others get wrapped up in strategic thinking but lose sight of day-to-day execution priorities.
Making your business-to-business (B2B) sales team successful requires a combination of adding the right people to the team; equipping them with the right tools for the job; and training and coaching them in the right ways to achieve lasting success.
Professional selling in the business-to-business (B2B) marketplace has often boiled down to having people on the sell side who know people on the buy side. One sales person's Rolodex is another company's prospect list, or so the saying used to go. Today, however, that no longer works. Buyers and sellers alike change jobs; companies merge, consolidate or close; industry sectors are shifting in focus and growth potential.
Ken Schmidt is the former Brand Visionary and Communications Strategist for Harley-Davidson Motor Company. His theme is how to harness customer feedback to dominate the marketplace. Ken’s signature phrase is about the importance of focusing on your customers in building your brand: