Marketing professionals refer to strategy as your unique selling proposition while sales folk use the term ‘positioning.’ However you view it, the implementation and outcome need to be taken very seriously. Whether you are a sales professional, entrepreneur or candidate for a new job, the same techniques come into play.
I have learned that there is no true competition in business because we each have our unique ways of delivering service. How are those in your field servicing their clientele and what are they saying to attract attention? Is what they are saying truthful? How can you differentiate yourself yet move with integrity to make you the preferred choice?
To be on top of your game, you need to know what is most important to your prospects and clients. In fact you need to be familiar with their challenges, needs and deep down desires or wish list.
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Elinor Stutz, CEO of Smooth Sale, LLC believes building relationships before the sale and continuing long after is the only way to sell and build a dynamic business. Elinor’s book, Nice Girls DO Get The Sale, is an International Best Seller. Her new book, Hired!: How to Use Sales Techniques to Sell Yourself On Interviews (Career Press), is based upon her own experience and years of community service. To read Elinor’s complete biography, click here.
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Innovation is the introduction of new things or methods and is the life blood of business today. Innovative companies realize remarkable marketplace rewards. The challenge before leaders is how to inspire their workforce to use the full measure of their creative power to advance the organization in new and better ways.
The Business of Innovation is a five part series created by CNBC in association with IBM. Within each episode, Maria Bartiromo and a distinguished panel of guests discuss what it takes to be an innovation leader.
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To date, the caring, nurturing side of women has gone mostly unappreciated in the workplace. But as social media takes hold and changes the way we do business, organizations that understand the importance of these qualities are the ones that will grow and prosper.
We’re all aware of the glass ceiling, the wage gap, and the grim statistics that reveal women’s struggles for workplace equality. And a report from the Government Accountability Office shows that from 2000 to 2007 the number of women managers increased by only 1 percent (and they’re still paid less than their male counterparts). But something happened during this same seven-year span that is about to dramatically shift this lopsided picture – the rise of social media.
That’s right. As social media transforms the way the world does business, the qualities that make women women will become more valuable than they’ve ever been before.
There have been countless studies on gender differences. And no matter how you interpret them, they come to two general conclusions: Males are aggressive; females are nurturing. Men are competitive, combative, and individually centered. Women are collaborative, communicative, and community-centered.
Indeed, a 2008 issue of the McKinsey Quarterly noted that women tend to make deeper emotional connections with colleagues and business partners. Women leaders tend to exhibit more social and emotional skills – sharing, caring, and putting others first.
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Barry Libert is the author of Social Nation: How to Harness the Power of Social Media to Attract Customers, Motivate Employees, and Grow Your Business. He is Chairman and CEO of Mzinga®, the leading provider of social software, services, and analytics that improve business performance. Barry has published five books on the value of social and information networks. He is a regularly featured keynote speaker at industry associations and for leading companies on the power of social media. He has been published in Newsweek, Smart Money, Barron’s, The Wall Street Journal, and The New York Times, and he has appeared on CNN, CNBC, and NPR. Barry currently serves on the Board of Directors at Innocentive and The SEI Center for Advanced Studies in Management at The Wharton School of the University of Pennsylvania. To learn more about Barry, click here.
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All projects demand some level of administrative work to support project plan updates; progress report development, printing, and dissemination; issue and risk register maintenance; team member contact list maintenance and update communications; personnel and facilities coordination and scheduling; team and stakeholder communications development and dissemination; etcetera. And the amount of administrative work increases with the scope and complexity of the project. If singularly assigned to project specialists, this work detracts from these individuals’ productivity; unnecessarily inflating time and monetary costs.
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The Dared to Be Difference: Teaming up for A-level customer service. Jody Steinhauer began The Bargains Group in 1988 from her kitchen table by purchasing a variety of different clothing and reselling it to discount clothing stores. Today, she runs a multi-million-dollar firm with over 4,000 different items for sale, but the most interesting aspect of the company is its employees.
The Bargains Group is a discount wholesaler of promotional business products, family clothing, accessories, gifts, toys, bedding and linens, personal hygiene products, and tradeshow promotional materials. So how exactly does a small firm with only 20 employees manage to make millions every year without offering prices much lower than their competitors? It’s simple: They hire the right people. By focusing on hiring fun, vivacious people who believe strongly in the culture of service, they are able to actually service each of their customers personally. They don’t even have a voicemail system!
While a lot of firms advertise how ‘different’ their people are, or how they focus on service, The Bargains Group actually proves this assertion. They don’t advertise or employ salespeople – yet they manage to make millions of dollars selling their products. Make sure that your staff is a differentiator for your company. There is great value in good customer service. Happy customers will not only stick around, they will also spread the word!
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Maribeth Kuzmeski, MBA, is the author of five books, including …And the Clients Went Wild!: How Savvy Professionals Win All the Business They Want (Wiley, 2010) and The Connectors: How the World’s Most Successful Businesspeople Build Relationships and Win Clients for Life (Wiley, 2009). She is the founder of Red Zone Marketing, LLC, which consults with businesses from entrepreneurial firms to Fortune 500 corporations on strategic marketing planning and business growth. Maribeth has personally consulted with some of the world’s most successful CEOs, entrepreneurs, and professionals. An internationally recognized speaker, she shares the tactics that businesspeople use today to create more sustainable business relationships, sales, and marketing successes.
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Are You A Strategy Driven Storyteller?
/in Marketing & Sales, Practices for Professionals/by Elinor StutzMarketing professionals refer to strategy as your unique selling proposition while sales folk use the term ‘positioning.’ However you view it, the implementation and outcome need to be taken very seriously. Whether you are a sales professional, entrepreneur or candidate for a new job, the same techniques come into play.
I have learned that there is no true competition in business because we each have our unique ways of delivering service. How are those in your field servicing their clientele and what are they saying to attract attention? Is what they are saying truthful? How can you differentiate yourself yet move with integrity to make you the preferred choice?
To be on top of your game, you need to know what is most important to your prospects and clients. In fact you need to be familiar with their challenges, needs and deep down desires or wish list.
Hi there! This article is available for free. Login or register as a StrategyDriven Personal Business Advisor Self-Guided Client by:
Subscribing to the Self Guided Program - It's Free!
About the Author
The Business of Innovation – The Execution Plan
/in Practices for Professionals, Resource Management/by StrategyDrivenInnovation is the introduction of new things or methods and is the life blood of business today. Innovative companies realize remarkable marketplace rewards. The challenge before leaders is how to inspire their workforce to use the full measure of their creative power to advance the organization in new and better ways.
The Business of Innovation is a five part series created by CNBC in association with IBM. Within each episode, Maria Bartiromo and a distinguished panel of guests discuss what it takes to be an innovation leader.
‘Woman Up’ (and Win in Business): How Valuing Traditionally Female Strengths Gives You an Edge in a Changing World
/in Diversity & Inclusion, Management & Leadership/by Barry LibertTo date, the caring, nurturing side of women has gone mostly unappreciated in the workplace. But as social media takes hold and changes the way we do business, organizations that understand the importance of these qualities are the ones that will grow and prosper.
We’re all aware of the glass ceiling, the wage gap, and the grim statistics that reveal women’s struggles for workplace equality. And a report from the Government Accountability Office shows that from 2000 to 2007 the number of women managers increased by only 1 percent (and they’re still paid less than their male counterparts). But something happened during this same seven-year span that is about to dramatically shift this lopsided picture – the rise of social media.
That’s right. As social media transforms the way the world does business, the qualities that make women women will become more valuable than they’ve ever been before.
There have been countless studies on gender differences. And no matter how you interpret them, they come to two general conclusions: Males are aggressive; females are nurturing. Men are competitive, combative, and individually centered. Women are collaborative, communicative, and community-centered.
Indeed, a 2008 issue of the McKinsey Quarterly noted that women tend to make deeper emotional connections with colleagues and business partners. Women leaders tend to exhibit more social and emotional skills – sharing, caring, and putting others first.
Hi there! This article is available for free. Login or register as a StrategyDriven Personal Business Advisor Self-Guided Client by:
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About the Author
Project Management Best Practice 7 – Use of Administrative Support
/in Premium, Project Management/by StrategyDrivenHi there! Gain access to this article with a StrategyDriven Insights Library – Total Access subscription or buy access to the article itself.
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Doing ‘Different’ Right: Ten Big-Time Difference Makers and How They Made Some Serious Dough Thinking Outside the Box, part 2 of 2
/in Marketing & Sales/by Maribeth KuzmeskiThe Difference Maker: The Bargains Group
The Dared to Be Difference: Teaming up for A-level customer service. Jody Steinhauer began The Bargains Group in 1988 from her kitchen table by purchasing a variety of different clothing and reselling it to discount clothing stores. Today, she runs a multi-million-dollar firm with over 4,000 different items for sale, but the most interesting aspect of the company is its employees.
The Bargains Group is a discount wholesaler of promotional business products, family clothing, accessories, gifts, toys, bedding and linens, personal hygiene products, and tradeshow promotional materials. So how exactly does a small firm with only 20 employees manage to make millions every year without offering prices much lower than their competitors? It’s simple: They hire the right people. By focusing on hiring fun, vivacious people who believe strongly in the culture of service, they are able to actually service each of their customers personally. They don’t even have a voicemail system!
While a lot of firms advertise how ‘different’ their people are, or how they focus on service, The Bargains Group actually proves this assertion. They don’t advertise or employ salespeople – yet they manage to make millions of dollars selling their products. Make sure that your staff is a differentiator for your company. There is great value in good customer service. Happy customers will not only stick around, they will also spread the word!
Hi there! This article is available for free. Login or register as a StrategyDriven Personal Business Advisor Self-Guided Client by:
Subscribing to the Self Guided Program - It's Free!
About the Author