This is my 30th article for “Everett Hill’s Catalyst”, a blog about growing the top line. I’ve shared ideas ranging from leadership principles to sales strategy to sales execution, and the interaction of the three. My guide is an inner compass calibrated by decades of operating experience. The new book “The Three Rules: How Exceptional Companies Think” is aligned with that compass.
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.
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.
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.