Customers no longer want to be sold to. Instead they gather their own information through the web, social media and talking to friends and family - an approach that has fundamentally changed the way we sell. Every sales person needs a value proposition. Without it why would people choose your product or service? Typically the marketing and sales chain include a set of key messages- the sales story - which is incorporated into the advertising and marketing collateral. Glossy brochures, presentations, press releases, adverts, web pages, product demos, are trotted out to generate sales leads. Read along to see how Thought leadership Illinois enhances the sales function.
The problem is that most of us are tired of being sold to or marketed to in this way. Many of us question the validity and authenticity of company/product-centric messages. We know we are being 'sold to' and it is turning us off.
Yes you are thinking right. He or she is not a common type of leader. The leader controls the mind of followers in a similar fashion as the followers are controlled in their routine, performance, competence and motivation by other types of the leadership.
Look back at the past and be ready for the future. Mark Twain rightly said, "History doesn't repeat itself, but rhymes", business processes and market trends seem to be in the habit of repeating. Looking back, businesses can get a fair idea of how brands evolved. In the 20th century, Mr. Thomas Edison gave us the electric car concept. In present day, we are still working in the same lines, but with more sophisticated and capable batteries and other technologies.
It's the customer that matters not your product or service. Thought leadership is not about you and it is not self-serving gumph about your product or service - rather it is about your customer and their issues. The content you make available to your customers and prospects should facilitate their thinking around how they can transform their business/personal lives and overcome their challenges and issues. By illuminating trends and insights that will impact or inform these issues you are saying that you are the expert in that field and that you can help them get there. In the process you should be looking to shift your sales culture from 'Hunter' to 'Trusted Advisor'.
If you want to learn about what is going on around the world in politics and how the prices of the oil are directly related with the geopolitics. What would you do? You would obviously visit an authority website on geopolitics or read a magazine on the subject. In this case, your leader is a print product and not the person. He/she leader not only gives you the nudge to enhance your level of motivation for a certain task but also it develops confidence in you to achieve your goals without any sinking feeling. The authoritative guidance keeps your will unwavering while securing an objective.
We all know how difficult it is for sales people to generate a steady stream of qualified leads week in and week out. However, if your company or your service has been positioned as the expert in that field it becomes a lot easier to attract and nurture these leads. The difference is the map of how you've arrived at the sale has changed irrevocably.
In conclusion, thought leadership is the new way to charter the path to the sale. If done well it distinctly differentiates you from the competition, Vests your prospects psychologically in the brand before they purchase, creates less resistance to price and helps them vindicate their purchasing decision.
The problem is that most of us are tired of being sold to or marketed to in this way. Many of us question the validity and authenticity of company/product-centric messages. We know we are being 'sold to' and it is turning us off.
Yes you are thinking right. He or she is not a common type of leader. The leader controls the mind of followers in a similar fashion as the followers are controlled in their routine, performance, competence and motivation by other types of the leadership.
Look back at the past and be ready for the future. Mark Twain rightly said, "History doesn't repeat itself, but rhymes", business processes and market trends seem to be in the habit of repeating. Looking back, businesses can get a fair idea of how brands evolved. In the 20th century, Mr. Thomas Edison gave us the electric car concept. In present day, we are still working in the same lines, but with more sophisticated and capable batteries and other technologies.
It's the customer that matters not your product or service. Thought leadership is not about you and it is not self-serving gumph about your product or service - rather it is about your customer and their issues. The content you make available to your customers and prospects should facilitate their thinking around how they can transform their business/personal lives and overcome their challenges and issues. By illuminating trends and insights that will impact or inform these issues you are saying that you are the expert in that field and that you can help them get there. In the process you should be looking to shift your sales culture from 'Hunter' to 'Trusted Advisor'.
If you want to learn about what is going on around the world in politics and how the prices of the oil are directly related with the geopolitics. What would you do? You would obviously visit an authority website on geopolitics or read a magazine on the subject. In this case, your leader is a print product and not the person. He/she leader not only gives you the nudge to enhance your level of motivation for a certain task but also it develops confidence in you to achieve your goals without any sinking feeling. The authoritative guidance keeps your will unwavering while securing an objective.
We all know how difficult it is for sales people to generate a steady stream of qualified leads week in and week out. However, if your company or your service has been positioned as the expert in that field it becomes a lot easier to attract and nurture these leads. The difference is the map of how you've arrived at the sale has changed irrevocably.
In conclusion, thought leadership is the new way to charter the path to the sale. If done well it distinctly differentiates you from the competition, Vests your prospects psychologically in the brand before they purchase, creates less resistance to price and helps them vindicate their purchasing decision.
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