In about two weeks, the first quarter of 2010 will expire. No doubt, it will have been a tough start for many. Sales leadership will undoubtedly begin the process of assessment. What’s right? What needs to be fixed? How can we avoid the dismal results of 2009? How can we make 2010 a banner year, despite the slow recovery, tight capital, depleted inventories, and tepid customer demand?
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As a past Xerox executive and business consultant for over 20 years, I’ve had the pleasure and heartbreak of watching different styles of leadership and sales management. The best, an ex-Xerox colleague of mine, routinely achieved the pinnacle of success by teaching his sales team to identify and solve their own problems.
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As sales consultants, we often hear our clients express “our business is different – our competition is fierce, customers see our products as commodities, and the only way we win is on price.” What they are really saying is that Crossbow Solutions, cannot help them. I always beg to differ, and I’d like to share my story to illustrate why.
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Today is the official launch of the Crossbow Solutions’ blog! Our intent is to supply valuable information, insights, and tips to individuals, managers, and organizations engaged in selling. It has been quite a journey to get to this point. I have to thank my new business partner, Mary Stefanki Davis, for her knowledge and encouragement in the area of Social Networking as it relates to building a business and an effective sales strategy. Through Mary, I have become a true believer in the power of utilizing multiple online resources – Websites, Facebook, LinkedIn, Twitter, Blogs, etc., in combination with traditional selling activities – appointments, sales calls, proposals, and demonstrations – to research companies and reach key personnel in order to strengthen sales effectiveness.
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