Chris Lytle's Success Tip: "Companies that are truly successful are different from their competitors. It gives them control over their destiny. If you are not different, your dumbest competitor will set your prices. And, the market will show you no respect." Benson P. Shapiro may live in an ivory tower as Harvard's Malcolm P. McNair Professor of Marketing, Emeritus, but his advice rings true. Answer the question: "What makes us different?" Once you've clarified that for yourself, makes sure your prospects and customers get the message over and over.
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Chris Lytle Sales Meeting Tip: The very best meetings with prospects are two-way exchanges of information. Getting people involved in a sales conversation is a lot different than making a sales pitch. "Don't spend hours ...Read More
Chris Lytle Sales Tip: "The juggler can't tell you which ball is more important. Drop just one and the show is over." I was particularly intrigued by this thought from Joan Magretta's book, What Management Is. In selling ...Read More
Chris Lytle Tip: Want something to strive for? According to the US Census, the lower limit of the top 5% of household income is $150,499. At the top of that 5% are the super rich, but getting into the "lower upper class" ...Read More
Chris Lytle Sales Management Tip: Too many companies have wishes instead of standards. "I wish my people would make more calls," one manager told me. A standard is a measurable indicator of performance involving a ...Read More
Chris Lytle Success Tip: Overheard on the driving range one afternoon: "I'm playing Pebble Beach this Friday and I figured I'd better come see you," a man said to the assistant pro. Imagine paying $380 to play at Pebble ...Read More
Chris Lytle Sales Tip: Just in case you haven't gotten around to re-reading Plato, consider this: "Self-conquest is the greatest of all victories." Plato's advice resonates 2400 years later. To triumph in sales you need to...Read More