http://customervoiceselling.com Just another WordPress weblog Wed, 23 Jun 2010 15:31:50 +0000 http://backend.userland.com/rss092 en Speak the same language as your customers to avoid potentially disastrous results... Air China vs. Kennedy Ground Learn more about Customer Voice Selling at www.walkerlimited.com http://customervoiceselling.com/?p=199 I had a conversation with the CEO of an enterprise software company yesterday.  He was lamenting the fact that his sales team had missed their number for the third consecutive quarter and he was preparing to bring on incremental sales staff to rectify the problem. All too often I hear the ... http://customervoiceselling.com/?p=189 Sometimes our early customers help pave the way and, if lucky, finance the development of products/services. We have good relationships with these folks. And somewhere along the line, we ask them to provide reference calls and help us sell. Beware! While early customers are a great source of help, they ... http://customervoiceselling.com/?p=187 http://www.stumbleupon.com/s/#AXs5Ju/www.socialmediatoday.com/SMC/132126/ Better SM execution is very important, but driving adoption through CEO's office is also critical. Marketing pros are doing great job of selling one another and driving SM adoption in their domain, but there is much work to be done in selling the CEO. As reported in Computerworld (http://ow.ly/tkoL)- 54% of organizations block ... http://customervoiceselling.com/?p=185 Yesterday, we had the opportunity to present our Customer Voice Selling methodology to #Insight Venture Partners’ portfolio companies (via webinar). Slides from the webinar are attached. It provides guidance on how to translate your customers’ voice into your company’s voice to improve sales. Customer Voice Selling - ... http://customervoiceselling.com/?p=167 When generating go-to-market strategies and new messaging for our clients, we typically scour the websites and collateral of our clients’ top four competitors to understand their high-level positioning, solution capabilities, benefits, differentiators, industry focus, etc. Having completed yet another of these exercises for a client recently, I’m reminded of the basic ... http://customervoiceselling.com/?p=164 I took my family to Colonial Williamsburg for a long weekend. Everyone had a great time but what really hit me over the head was the speed of communication back in the 1700’s. It would take 1 to 2 years to hear back from England regarding a proposed ruling. Goods shipped ... http://customervoiceselling.com/?p=159 Check out this funny video on Product-First Selling and the "old" enterprise sales model. Look familiar to anybody? http://customervoiceselling.com/?p=147 Ever since my daughter learned to talk, we’ve been trying to teach her about listening.  She would get so excited about what she had to say that she would talk over people, assured that everyone and anyone would be interested in what she had to say. The other day, my daughter, ... http://customervoiceselling.com/?p=145 Have you seen a movie recently?  Do you remember why you chose that film versus all the others playing in the theater or sitting on the rental shelf at the time?  In all likelihood, it was word-of-mouth buzz or a fantastic trailer. For anyone selling a product or service, word-of-mouth marketing, ... http://customervoiceselling.com/?p=140