Blog | Accessa | Page 10

What’s in a hit solution?

Create your own answer, but say it with feeling. Solution selling is a legitimate sales methodology. In this approach, rather than just pushing a product, the salesperson focuses on customer pain and then addresses the problem with his product or service offerings. From the salesperson’s perspective the tacit resolution is enough to constitute a “solution.” But not all customers buy to address a ...
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Mobilize your finishing business—a primer to what’s next

You may not even own a Smartphone but it’s time you start listening for the call. “Mobile” is what communication, connectivity and frankly, customer satisfaction is demanding. Mobile is here—and it’s changing the business landscape. Have you noticed that each significant new technology that gets ushered into our lives does so ever more briskly than the last? Given what I have seen in my resear...
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Stickiness trumps persistence

Align your organization for optimal success/resilience With so much pressure and so many forces at work on your business it’s easy to come unglued. Consider your customer; supply chain risk frequently represents their number one threat to revenue. How does your list compare? The better question is how do you keep it all together? The bond that eludes us To deal with such marketplace pressure, I...
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A simple, 3-step plan to achieve goals—a design for coatings professionals

Free your coatings company to ramp-up in 2012 without fear of failure. Help yourself, and the people around you enjoy a happier journey in the process. You’re good at what you do because you know the traps and you can paint a fast, straight, red line past them all. Where projects are concerned you know where you stand and where you’re going—you easily visualize the finished product. The troubl...
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Four takeaways you can’t beat.

Snapshots from our best posts in recent months. Knowledge and know-how helps us navigate a complex world. But information is useless if we don’t have time to consume it. Here’s the solution. Each quarter you’ll find a summarization post (like this one) that features three or four of the best Bastard posts of the last period. Short, to the point, and with a new takeaway. Now you’re feeling industri...
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New rules offer a real “Material” benefit

If you’ve missed the last few posts, here’s a Cliff’s Notes version to get you caught up and in the know. Cutting-edge sales and marketing insight condensed to spoon-sized portions and pushed out in a “new rules” format. Your head will be spinning. New Rule #1 Want more productivity and happier employees at the same time? Match the personality to the task. Each position in your small bus...
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Try this basic listings grader. You will be surprised.

If they can’t find you, you won’t get the order. Many of us make the assumption that search services like Google will somehow append your address from your website or maybe your Hoovers or yellow page business listing. They do not. So every time someone does a search for you or your services, the track is set for hurdles. Your prospect finds you only because Google, Bing or Yahoo is bent on provid...
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Create the strategic relationship—not the sale

Good sales people are constantly building relationships and looking for new ones—all at the same time. And since most of the work you do for a current relationship is backing up promises—and doing what you said you were going to do—there’s little time left to create new ones. That is unless you’re efficient or “strategic.” To think I used to believe the phrase “strategic sales” was an oxymoron...
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