Sales Strategy: Ice Cold and Refreshing

Posted by Everett Hill on Wed, Jun 05, 2013

In my last article I made the case for building your sales and marketing efforts on a strategic foundation using a compelling value proposition. It’s a crucial idea if you aspire to rise above the noise in your marketplace. Here I outline how to get this done.

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Tags: competitive strategy, b2b sales strategy, value proposition, ideal customer profile

Stop Writing Value Propositions and Start Building Sales Strategy

Posted by Everett Hill on Fri, Apr 26, 2013

“If people [customers] don’t want to come out to the ball park [buy my product], nobody’s going to stop them.” Yogi Berra’s lament about fickle baseball fans came to mind as I reviewed the results of the 2013 Miller Heiman Sales Best Practices Study.

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Tags: product differentiation, Miller Heiman, b2b sales strategy, value proposition

Your Sales Force is Obsolete!

Posted by Everett Hill on Mon, Nov 05, 2012

Last month I attended the 2012 Sales Force Productivity Conference, an event of the Sales Management Association. At last year’s conference several speakers made a strong case for achieving long-term sales force effectiveness through deliberate sales coaching. This year the most important takeaway was an even bigger idea. You see, most sales forces are being rendered obsolete as a result of market evolution. Fixing this requires sales leaders to let go of the idea that they have something unique to sell.

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Tags: sales effectiveness, sales training, competitive strategy, b2b sales strategy

Business Growth Strategy in Three Easy Steps

Posted by Everett Hill on Mon, Oct 15, 2012

At the annual meeting of the Society of International Business Fellows (SIBF) I had the great fortune to hear a powerful slate of speakers led by former Secretary of State Colin Powell. Three of them, including Powell, offered insights on global business leadership. Together they provided a rich understanding of what it will take to successfully navigate the rapidly changing global landscape. Three themes emerged from these world-class thought leaders that are of tremendous value to companies that focus on selling b2b regardless of their current level of globalization.

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Tags: competitive strategy, CEO performance, b2b sales strategy

Build a Revenue Growth Strategy that Keeps You Off the Rocks

Posted by Everett Hill on Thu, Aug 09, 2012

On a recent vacation cruise I found myself chatting with Todd Burkhart, our ship’s captain, about the recent Costa Concordia disaster. Thirty-two people lost their lives on the coast of Italy as a result of their captain’s intentionally close approach to shore. As Captain Burkhart explained, “It wasn’t just a breakdown in the captain’s judgment; it was a breakdown in the entire chain of command. For the maritime industry, it’s the second that’s the most concerning.”

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Tags: leadership principles, business transformation, b2b sales strategy

Want the Best B2B Marketing?

Posted by Everett Hill on Thu, May 17, 2012

“Marketing is so expensive, and it doesn’t get us new business. We’re not Coca-Cola, you know…besides, everyone in the industry knows us already. I’d rather spend the money retaining strong salespeople.”

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Tags: sales effectiveness, b2b marketing, b2b sales strategy

Is Your Sales Team Accountable for Product Innovation?

Posted by Everett Hill on Thu, May 03, 2012

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Tags: business turnaround strategy, product innovation, product development strategy, b2b sales strategy

Drive Sales Effectiveness with Big Data

Posted by Everett Hill on Wed, Feb 29, 2012

“Big data” is one of the latest techno-trend buzzwords finding its way into popular culture. On the surface, it appears to represent an issue restricted to the province of IT geeks: you have a case of big data when your data set has grown so large that it’s difficult to maintain, manage, or analyze using traditional tools. The reality is, big data is becoming a significant sales effectiveness opportunity, and a corresponding competitive threat for mid-tier and smaller businesses.

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Tags: sales tools, sales transformation, b2b sales strategy, small business strategy

“1984” Teaches Sales Growth Strategies for 2012

Posted by Everett Hill on Mon, Jan 02, 2012

Apple Computer’s “1984” Macintosh ad ran 28 years ago during the Superbowl, yet it still resonates today due to its flawless execution of three timeless principles. Remaining true to these principles should be the top priority of every marketer intent on B2B sales growth in 2012.

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Tags: b2b sales strategy, business consulting, small business strategy