Commercial maturity..things to think about
Whether we like it or not, respect plays a big part in achieving commercial maturity. When both a buyer and seller demonstrate this through attitude and actions, lasting beneficial relationships are formed.
When only one party demonstrates it frustration and disillusion fester in the background until they break through, and often break-up an otherwise good working relationship.
When neither party are capable of Commercial maturity, the result is a continuous stream of half-baked contracts, where distrust and conflict play a central role. Frequently neither party consider the relationship successful, and it breaks up, just to be repeated.
You will see a common theme throughout these blogs, that of what we call “Real intelligence” as opposed to “Artificial Intelligence”. Very rarely does business conform to the level of precedent and historical repetition, needed for an algorithm to “predict” an outcome. Business decisions are invariably subjective, and are better made upon access to sensible intelligence than from a single answer. Is one opportunity really better than another?..of course not, depending on the time, circumstances or market environment. We strongly advocate a level of commercial awareness that can make sense of automated data when available, but not to be slave to it.
These blogs are written to evoke thought, maybe even ruffle some feathers, but never are they intended to be insulting.
I hope you enjoy them, and please give us your feedback, views and counter views.
If you want to read more blogs check out our collaborative site www.togconseil.com
Selling: Yes, it is worth differentiating yourself even in a supply/demand driven market.
Even when you feel you are in a supply/demand market over which you have little control, it is still worth differentiating yourself from the crowd.
Selling: My challenge - How can I sell my services effectively via an Integrator?
When bidding via a third party or Integrator, its easy to think you have no power, but that doesnt have to be the case.
Selling: My challenge - Do I really want to be the contract holder?
Becoming the contract-holder overcomes lots of the frustrations of being a sub-contractor; but does it make strategic sense?, and is there a better way?
Selling: My challenge - How can I make prospecting more palatable?
Selling: Are you really a solutions provider?
Selling: Its not about you. It’s the buying motivation that counts
Selling: Avoid falling back into the chasm
Selling: Help me succeed, not prevent me from failing.
Selling: An opportunity pipeline won’t help you grow your business
Selling: What did CRM ever bring me?
Its easy to criticize CRM tools , but they may simply not be the best solution for your needs.
Selling: I’m a Key Account Manager. What do you want me to do exactly?
Dedicating resources so a single customer is a significant step. This blog looks at ways to get the best from this investment.