Well, I was digging through my list of "to-do's," and I realized I had promised to link to the edition of The Sales Roundup Podcast that featured an interview with Zebra Jeff and I once it became available... well, it's available, and you can listen to it HERE! The interview was a lot of fun, and features a lot of great content, including but not limited to how to "sweep" the junk out of your sales pipeline for the new year!
Speaking of rounding up a cleanup, what to do about the US Automotive Industry? Here are a few points for sales people to create some leverage in this troubled industry:
1. You can't do business the same as yesterday and expect a different result.
2. Long-term is obviously critical, but also figure out how to survive now!
3. Get “lean” in the sales department. Stop wasting sales, customers service, presales, marketing, support engineering and all of executive resources pursuing prospects who 85% of the time are not going to buy
4. Competition is not going to come just from the usual sources.... Apathy – I.e. doing nothing will be the biggest competitor. You MUST demonstrate why the next dollar spent should be with you among all the other alternatives, not just your classic competitors.
5. There is still opportunity in chaos, but you have to change to capture it.
Obviously these ideas apply beyond just the automotive industry, especially in this tough economy. No topic is more relevant right now, and I'll "drive" you towards some other ideas to reinvent your wheel in this time of crisis next time... The old car will still run, it just needs a tune up in order to make sure your competition stays in your rearview mirror for miles to come.
2. Long-term is obviously critical, but also figure out how to survive now!
3. Get “lean” in the sales department. Stop wasting sales, customers service, presales, marketing, support engineering and all of executive resources pursuing prospects who 85% of the time are not going to buy
4. Competition is not going to come just from the usual sources.... Apathy – I.e. doing nothing will be the biggest competitor. You MUST demonstrate why the next dollar spent should be with you among all the other alternatives, not just your classic competitors.
5. There is still opportunity in chaos, but you have to change to capture it.
Obviously these ideas apply beyond just the automotive industry, especially in this tough economy. No topic is more relevant right now, and I'll "drive" you towards some other ideas to reinvent your wheel in this time of crisis next time... The old car will still run, it just needs a tune up in order to make sure your competition stays in your rearview mirror for miles to come.
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