Consultative selling matches a buyer's need with the service or product. To accomplish this, a good salesperson understands the spoken needs, anticipates the unspoken needs, and delivers the service or product to meet those needs. Listening is the skill that brings about the connection.
When turning your sales reps into a sales dream-team, it’s essential to equip yourself with people who add variety and versatility to your team. There are, however, six traits that every hiring manager should seek in a sales rep.
I buy the coffee that I do because I buy what meets my needs and interests. I like coffee that is lightly roasted, preferably organic, and that comes from an organization that I can happily say I support. They’ve got me as a buyer. Their marketing worked because of their messaging. Their ability to engage and resonate with my needs, interests, and challenges as a consumer won me over.
Amidst trying to not only define positioning, but also provide a concrete example that can resonate with a general audience, we have found ourselves continuously coming back to Geoffrey A. Moore’s take on positioning. In his book, Crossing the Chasm, Moore articulates numerous key principles to consider when developing one’s positioning statement that are applicable to most, if not all, industries.
At Value Based we like to help our client schools view themselves, and the value they offer, through the eyes of their prospective students/constituents. It's with this perspective that we find the most success in bringing the right prospective students into relationship with the right school.
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As we take time to enjoy this Independence Day, we know it can be difficult to briefly disconnect from our job and come back ready to hit the ground running. We've got just the resource to help you reconnect and recharge yourself . . . a free Ask the Experts Q&A webinar recording.
In last week’s blog post, we uncovered why many universities struggle to differentiate their brand and often confuse distinctives as differentiators. This week, we're building on that by looking at the differences between value propositions, messaging, and positioning – and their relationship between one another.
Higher education is an industry where differentiation is key. Let’s face it… when it comes down to it, the end result for students in higher education is typically all the same, to receive certified recognition for their academic fulfillment. So, how can you show students that your school is unique from the rest, and ensure that your university and its brand isn’t lost in the sea of options?
The time has come, we are finally hosting a live Q&A webinar! After requests from colleges and universities across the US, we are sponsoring a webinar dedicated to responding to questions submitted by you, the front-line Admissions and Marketing professionals. We welcome any questions you may have that have not been addressed in previous webinars.
Storytelling is an essential part of the marketing tool-set that a company needs if they want to be present in the minds of their audience. Storytelling is a way to relate, communicate, and engage audiences with what makes your brand and company what it is today. So, what exactly does a good story tell its audience?