Blog


This section will contain short blog entries produced by Madison SCORE's mentors.

2/25/2015  Are you seeking and servicing “customers” or “clients”?

 

In the world of “business-to-consumer” sales and service, quite often businesses are pursuing and supporting “customers” as opposed to “clients.” For example, in the retail space generally speaking retailers (i.e., fast food restaurants, certain department stores, and others) work on a straight forward routine transaction basis with their “customers” hoping that with competitive quality products and efficient yet friendly service they will attract new and repeat “customers”. Let’s contrast the preceding with the world of “Business-to-business” sales and service where most often companies strive to secure and retain “clients”. With clients there is an implied much closer strategic business relationship that is carefully nurtured up front leading to frequent new business from the client ongoing over an extended period of time…hopefully many years. With clients your business often branches out to many new areas of client opportunity because over time you continue to “delight” not just “satisfy” those clients with your superior sales, service and real world solutions to their business problems and you also adjust long-term to their ever-changing needs. Lastly, whether you indeed have “customers” or “clients” obviously never take any one of them for granted as your competitors will assuredly be very happy to step in for you!

 

Authored by:

John M. Wise, Certified SCORE Mentor

Madison SCORE Chapter 145

 

3/23/2015  Attributes (albeit partial) of a Consummate Sales Professional…

 

A great (consummate) sales professional never views himself or herself as a just a sales rep., peddler, or bag carrier and absolutely cringes whenever referred to in that way by family, friends, associates or anyone else. The sales profession is indeed just that…a true “profession” that typically requires hard work and often long hours (like many other careers) coupled with many other winning attributes including but not limited to;

 

  • Honesty and integrity at all times

  • A very strong and consistent work ethic

  • A true focus on the business problems/needs of clients & prospective clients

  • Pays attention to the details at hand but does not get buried in them

  • Thinks and acts both tactically and strategically during all sales pursuits

  • Very comfortable selling at all levels within the client’s management hierarchy

  • Team player always with peers, partners, and clients

  • Takes genuine pride in his/her work

  • Careful not to ever be late for client (or any) appointments

  • Most importantly…is an active genuinely interested LISTENER!

​​Authored by:

John M. Wise, Certified SCORE Mentor

Madison SCORE Chapter 145

 

5/31/2015  The importance and challenges of your new business development efforts!

 

While taking excellent care of your existing clients (and/or customers) via consistent superior service over the long-term is critically and vitally important to your firm’s desired level of revenue growth, each and every business entity should concurrently be focusing significant energies and resources on new business development efforts to help achieve its plans for solid and profitable business growth. Naturally, securing new clients these days in particular can very often be quite challenging in any size business and in all market segments/industries given the intense local, regional, national and international competition in the very connected world we now live and work in.

 

Typically new business development efforts are led by a combination of your own (or perhaps some level of outsourced resources) sales, sales management and/or marketing professionals. Across the board, these important internal and/or external resources should be amongst the very best professionals you can gather for your business. Armed with an appropriate level of financial backing and support resources funded by your firm’s senior management, your assembled new business pursuit teams need to be highly-focused, well- motivated and compensated and, of course, be able to handle the frequent rejection that will naturally surface in new client sales pursuits. Obviously, as new clients are brought into your fold, be sure to fully recognize and properly reward your winning staff for their important contribution!

 

​​Authored by:

John M. Wise, Certified SCORE Mentor

Madison SCORE Chapter 145