Thursday, December 15, 2011

Position Your Sales Team Brings To Market

No doubt, polishing your media products has been essential to adapting to our new world of e-media. On the other hand, your competitors have likely been doing the same thing...and look-alike messages are all around us.

That's why a new priority should be that puts the requirements of your sales team front and center. It's the need to communicate a market position that sets your brand apart...that differentiates it from today's commodity media.

How do you do that?

Assess your current value proposition.
Analyze your competitors' positions.
Refocus your approach on the most important aspect: your customer's selfish interest.
Conduct research to prove your enhanced sales story.
Build the communication tools.

And then train your team on the concepts and tools.

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To share common sense lessons learned with 40-plus years experience in marketing, sales and as a B2B publisher.

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I'm really just a "mature" guy picking up experience along the way. If only by osmosis, I've observed what works and what doesn't work under the marketing umbrella -- with 11 years in sales and marketing at Procter & Gamble; 30-plus years in B2B publishing (including three years as a publisher); and 1,000's of calls on every size company starting with the likes of Microsoft and Hewlett-Packard all the way down to small, brash start-ups.