image
image

What Executives Want

Ever watch the movie ‘What Women Want’ starring Mel Gibson and Helen Hunt?  Nick Marshall, the main character, is a chauvinistic ad executive, who miraculously gains the ability to hear what women are thinking when he interacts with them.  Nick Marshall isn’t the sharpest tack in the drawer, but this gift of insight helps him, through trial and error (mostly error), refine his messaging to accomplish his preferred reaction.

Wouldn’t it be great if you could hear what buy-side executives are thinking the next time you interact with them in a sales situation?  You could read their minds, making mid-course adjustments in what you talk about and the questions that you ask. You would have a self-correcting real-time feedback loop.  Oh, if only it were that easy.

Read More »

Just The Facts, Ma’am

What do business executives and Sergeant Joe Friday of the classic crime drama Dragnet have in common?   Dum-de-dum-dum.  “All we want are the facts, just the facts.” Not assumptions, not hypotheses, not opinions … just the facts.  “Deal with the world the way it is, not the way you wish it was”, offers John Chambers, CEO of Cisco.

The story you are about to hear is true; the names have been changed to protect the innocent.

Read More »

Where’s The Beef?

Business executives are talking … not necessarily with sales professionals, but about them.  They’ve sat through sufficient meetings, briefings, presentations, and “interviews” to form an opinion, a generalization, a characterization.  They’ve been conditioned by the repetition of hundreds, possibly thousands of selling situations – by what sales professionals say (and don’t say), in how they act (or don’t act), and in their level (or not) of preparation and interest.

Sales professionals have been branded.  Business executives have formed an opinion and it’s not so flattering.  They aren’t expecting perfection or expertise, but something is missing.  Where’s the perspective, the context, the critical thinking?  Where’s the financial value?  Where’s the beef?

Read More »

Page 10 of 10