September 12, 2016

Blog


Differences in Selling B2B vs B2C

There are lots of similarities with regards to selling your services and products to customers or companies. After all, every group has an exceptional set of established budgets, pain points as well as particular buying choices. However the reality is that sakes technique for a B2B organization has to be diverse than which for a B2C company. So prior to taking steps in a wrong way, consider the difficulties caused by B2B sales: Lots of Decision Makers Once you sell anything to consumers like food, winter jacket, ticket etc your company is just tasked with needing to encourage them to...

How to Create a Balanced Scoreboard?

Balanced scorecard format could vary; it depends on the statistic or data, the industry and company. Some companies utilize a spreadsheet or could be drawn out in sections in a word document. Some consultants and companies could make special databases and software for the aim of a balanced scorecard. Organizations and companies are utilizing balanced scorecard during times of tactical planning as well as organizational transformation. They are utilized to assess company’s performance, and weigh up what challenges and opportunities have to be solved when outlining objectives and goals for the upcoming. Make balanced scorecard to enhance pe [caption id="attachment_440"...

What is Business Development?

Business development in simplest term is known as the activities that are designed to make your business better. It includes other goals like increasing your business revenue, increasing profitability of your business and growth as far as business expansion is concerned.  It is also a one way of making strategic decisions for your business. Scope and Concept of Business Development Several activities of business development extend through different types of departments like product management, project management, sales, marketing and vendor management. Partnership, negotiations, networking and cost-saving effort will also be involved. All these entire activities and departments are aligned and...

La Importancia de la Venta de Valor

La Importancia de la Venta de Valor Normalmente, los equipos comerciales B2B (Business to Business, hablamos aquí de venta a empresas) centran su esfuerzo de venta en dos puntos: Demostrar que el portafolio de soluciones de su compañía es el mejor para el cliente (aunque muchas veces ni siquiera saben qué quiere o qué necesita el cliente). Utilizar sus habilidades relacionales para convencer al Cliente y ganar la oportunidad, muchas veces sin pensar más allá del bono que van a ganar ese mismo mes. Es decir, establecen relaciones a corto plazo con los clientes. Pero, ¿es esa la forma correcta...

Cybersecurity Trends 2017

From shadow Information Technology to BEC, here some of cybersecurity 2017 trends and possible solutions professionals foresee will take the limelight in 2017. Responsibility for the security of the device Responsibility for the safety of technology tools came into the limelight in previous years after it was shown that many low safety internet tools were utilized to open major DDos attacks, affecting DNS provider and other companies. In return, FTC started targeting loT tool manufacturers whose tools lack enough cybersecurity. Cybersecurty Trends #1: BEC or Business Email Compromise Schemes Abuses driven by invented or stolen identities popularly called as BEC...

Know the Basics of Action Planning

One of the main goals of any Strategic Planning Process (e.g Business Strategy, Digital Strategy, Win Strategy; as explained in our courses) is to define an overall Action Plan that will allow the objectives of the Strategy to be reached. In this sense, the Action Plan is about who does what by when.  It should include all the necessary actions to be successful that could be classified according to: Leadership / Organization Agenda Relationships / People Agenda Business Agenda Marketing & Media Agenda One of the Main Problems in Strategic Planning: Action Plan Is Not Put into Practice Sometimes planners...

Why is attracting talent for startups Important?

If your startup thrives on the web then better set up an AngelList profile, a talents hub where the finest skills are available, for free. You will meet and engage them as they express interests. Alternatively, day100 offers rich, human-sourced data to help to help your startup hire the most suitable individual. All these are just two of the best talent management tools available today. What is Talent Management? It is an art of attracting talented workers, integrating them to your organization’s beliefs and finally developing them with the existing ones to meet your company’s objectives. When evaluation someone, you...

B2B Selling – Selling price over value

B2B, business to business definition: Business-to-business sales (B2B) are just that, sales from one business entity to another. Financial crisis, competition and the growth of online marketing have been a great challenge to business-to-business markets. The resulting competition from other cheap markets has created a lot of pressure on the business margins leading to price reduction. Reducing product prices has consequently made the businesses less profitable. The prevalence of second competition in b2b markets means that you have to create value to retain customers and attract more others. As a result, you must be quite knowledgeable before making a decision in...

All About Startup Costs And What You Ought To Know

It is great of you to be industrious and start a business after all every big organization started somewhere. But before you actually open those doors, there are some particular financial facts and costs that you must understand. All of them are applicable irrespective of whether it is a home-based firm, an e-commerce portal, or brick and mortar company. Of course, you can pay an accountant or a business advisor and have all these information explained to you. Or, you can go through this post and learn more about the costs management for startups - for free! But first, what...

Why startups fail

Imagine a start-up that promises to deliver groceries within 30 minutes of receiving the client’s order; a start-up which raised close to $800 million from blue chip VC funds like Sequoia Capital, Benchmark Capital, Softbank, Goldman Sachs and even Yahoo. The company also raised $375 million from its IPO where it sold 25 million shares at $15 each. All this happened within just a few months of the company’s creation. This start-up was valued at 1.2 billion dollars before declaring 830 million dollars in losses and going bankrupt. This is a true story. It happened in 1999. The company was...

The Digital Strategy Blueprint

Digital Strategy has become a key part of the strategy of any company who wishes to become a market leader but, how can this be defined? Digital Strategy is the result of a planning exercise via which, new business strategies supported by digital capabilities and a specific action plan to implement them, are defined. In other words, creating a Digital Strategy is not just about digitizing the company's processes. It is not about implementing SAP, creating a new web page or a mobile application in the App Store. It is about reinventing the business model taking advantage of new or...

“Lean” Business Strategy for startups

Being an entrepreneur means you should always have a detailed action plan for the business. Every business idea is different so is every entrepreneur. As a result, every business strategy is entirely different. Before deciding which business strategy is convenient for your startup, you have to be well conversant with how your plan is going to work out. Learn the essential elements that make up any enterprise. These business features will make it easier for you to visualize how your startup is going to be and how it will operate. If you are aiming at maximizing your return on investments,...

Don’t become a zombie startup. Formulate your Business Strategy!

In the beginning, Google (GOOG) tried to generate revenue, even by carrying out data mining in some companies. Although this idea wasn’t successful, it is clear that they were capable of re-creating their Business Strategy to become the giant technological corporation Google is today. Sometimes, start-ups get blocked, or become “zombie” because they are not able to create a new Business Strategy. In other words, they have developed a Business Plan, obtained funding from investors and begun to execute part of the plan. But, what happens when the results don’t come in? Many entrepreneurs don’t know what to do under...

Driving Growth through Business Strategy

In the current context, for the majority of companies, sustainable, profitable growth is illusive. Could you be an exception? Can you achieve high-growth for your business? Yes, you can, using our methodology for developing successful Business Strategies. The Business Strategy Blueprint is a holistic methodology for developing a Business Strategy, based on our extensive experience as business advisors. First of all, the Key Business Objectives pursued using the Business Strategy, must be identified. These objectives make up a small number of goals to be reached which deal with different perspectives of the business. A market analysis where the company is...

New Year: Plan Year Ahead

Hey, Happy 2017! We recommend you to plan year ahead: 1. Look Back - List the Accomplishments & Disappointments. Jot down what you would Change. 2. Vision Board - Pin Images or Goals to a Bulletin Board. Keep it in front of you at all times! 3. Be Specific - Set Goals. Don't be vague and put a deadline. 4. Set up Systems - Digital Calendar. Content Calendar. Note Taking Apps. 5. Take some of our new training about Business Strategy or CiberSecurity! Coming February! Regards. @buildthepipe

The Fortune 500 Companies B2B Sales Training – Tips and Scripts

Please, find below the documentation of the "Tips and Scripts" module. Hope you enjoy it! Click here to download (share with us your Sales Tips and Scripts as comments of this post). Format to share must be: Component of the Methodology: Account Planning, Building Relationships, Win Strategy, Proposals, Orals, Contracting or Origination Self-explanatory description of the tip or script

What is Account Planning?

As mentioned before, Account Planning is a critical part of the selling process to be able to: Understand your clients’ objectives and priorities. Understand your positioning with your clients – your competitive positioning and the value you give to them. Proactively identify areas of growth for your clients. Identify innovative and big opportunities to help your clients achieve their objectives. Set account growth strategies by creating and executing specific action plans. The first step of effective Account Planning is to target the right clients. We don’t usually have enough capacity to pursue all potential clients. If we go after the...

49 Win Themes for All Occasions

The concept behind Win Themes is very similar to that of the “elevator pitch”. According to Wikipedia, “an elevator pitch, elevator speech or elevator statement is a short summary used to quickly and simply define a process, product, service, organization, or event and its value proposition. The name 'elevator pitch' reflects the idea that it should be possible to deliver the summary in the time span of an elevator ride, or approximately thirty seconds to two minutes …... If the conversation inside the elevator in those few seconds is interesting and value adding, the conversation will either continue after the elevator...

Tips for Building Long-term Client Relationships

What do sales people typically do? Long-term relationships are key for us to become a trusted advisor and increase our sales performance. However, the majority of sales people do not build trusted relationships with their clients. They only centre upon social relationships without showing a true interest in the client beyond the mere business transaction. This approach MUST change if we wish to be successful in today’s business scenarios. Why is building long-term relationships so important? Well, the only way to have strong and loyal clients is by building good, long-term relationships with them, which in turn provide better business...

Developing Effective Win Strategies

According to several authors, the Strategy is a process chosen through which reaching a certain state in the future is foreseen. Bearing in mind this definition, we can understand the Win Strategy to be a structured definition of a process (action plan) to reach a future state (win an opportunity). When a Sales Rep and/or a Sales Team develop a Win Strategy, they analyze different components of the opportunity (for example, the power map, buyer values, win themes, etc.) with the goal of defining a specific action plan directed towards maximizing the likelihood of winning said opportunity. The document associated...