The degree of specialization in our world has reached this point: many businesses offer services that their potential customers don’t understand. If prospects don’t understand your value proposition, they won’t buy from you. Bob Brown, CEO of Teladata, found a way to leverage free education into higher sales.
No sales department likes the idea of selling a price increase. But there are ways to re-frame price increases so they’re more palatable to customers, while serving the main purpose: increasing your bottom line.
In sales there’s the temptation to list all your product’s features for the prospect all at once. But most people are confused by complexity and resist adopting new products. Patricia Rougeau, President and CEO of Informatics, found the best approach is first to find out what they need.
Robert Sher is founding principal of CEO to CEO, a consulting firm of former chief executives that improves the leadership infrastructure of midsized companies seeking to accelerate their performance. He was chief executive of Bentley Publishing Group from 1984 to 2006 and steered the firm to become a leading player in its industry (decorative art publishing).