Economic Theory & Sales
Force Concentration – Get your first customer first
“Force Concentration is the practice of concentrating a military force, so as to bring to bear such overwhelming force against a portion of an enemy force that the disparity between the two forces alone acts as a force multiplier, in favor of the concentrated forces.” Whether you’re a startup or an establish company, when you’re [...]
Systems Thinking for Enterprise Selling
Think of your target companies as complex systems… … not just a group of individuals choosing to buy your product or not. Various players (your contacts) in the purchasing decision are non-constant, that is, they are individually fluctuating in their states. These fluctuations result in variance in their decisions and criteria throughout the sales process.Yes, [...]
Sales Tip of the Day: A new old sales term: “Satisficing”
What is it? Organizations eschew the “optimal” decision for an “acceptable” decision. (Think “satisfying + sacrificing.”) How does it relate to sales? Just because your product is better or will provide financially favorable outcome for your prospect, it may not be selected. Get used to it. But you can affect this process. Read this recent [...]