We live in a digital age, the age of communication and instant information. What once took hours, even days to reach people across the globe now only takes a few quick keystrokes and a matter of seconds. But don’t let me bore you with what you already know. What I’m really trying to get at is the fact that, when approached correctly, social networks are viable channels for sales and endless opportunities are within arm’s reach. All sales and business development professionals should consider leveraging this global social trend to broaden their sales funnel or you may one day, find yourself obsolete.
Back In The Day
In our grandparent’s time, business was conducted on a very personal level. The local baker knew what type of bread each family preferred, the butcher began cutting your favorite cuts as soon as he saw you walk through the door, everyone and I mean everyone, knew each other. This was relationship building at its best. Businesses across the globe lost this personal touch as time went on and our world grew a little bigger and busier. Until now.
7 Billion Strong
Yes, our world is no mere village, with over 7 billion inhabitants of planet Earth we are... Read more
Photo: Rob Young
Hundreds of digital media companies are vying to attract marketer dollars. Virtually every one says they want to be a trusted partner to agencies and brands.
It stands to reason. Partnership sounds great to a seller. Being a partner means longer contracts and, with a little luck, higher margins. A partner gets compensated in ways that a transactional seller just plain won’t be.
But partnership is more than a word.
In a business context, a one-way sales relationship doesn’t qualify as a partnership. Partnership is about collaboration - about shared risk and reward. It’s ultimately about nailing your trousers to the mast of a client’s success.
So what does it take for a seller to be a partner? I think it’s seven things:
Caring: Partnership is first and foremost a caring relationship. The vendor needs to attach import to the unique issues of a client company, and then care enough to shape their offering to actually solve problems. You don’t “pound to fit” a partnership.
Homework: Partnership is also about more than just ingesting what the client gives you. You need to add value and thinking in a unique and original way.
Attention: You have to be there after the sale. Partners don’t make... Read more