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?? Dr STEVE LABORDA
CEO | Chemical Industry Expert ?? | Author | Focused on Customer Excellence and Profitability through Value Selling and Sales & Marketing Enablement
Hello there, and welcome to the 23rd edition of the Commercial Excellence (CEX) Weekly Update.
Our newsletter is designed to keep you informed and up-to-date with the most important developments in these areas, so you can stay ahead of the competition and drive success for your organization. You will get a summary of the main posts from valuebizbooster.
If you missed this week's posts, here are the last about commercial excellence, sales, marketing, and pricing.
So, whether you're a sales professional, marketer, or pricing strategist, join us each week as we explore the latest trends shaping the world of B2B manufacturing sales and marketing excellence.
I hope you enjoyed so far the editions of the CEX weekly update! Here are the latest updates:
What topic should we discuss on Friday?
Any suggestions? Here are some thoughts as inspiration: READ MORE
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I often sales teams or marketing teams working in silos developing value propositions without considering at all their customers' needs and pain-points. READ MORE
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Understanding how your customers make decisions is crucial for any successful business. READ MORE
For those who missed, the virtual coffee summary from last week,
here you can have a quick look at it. Last week, we talked about CRM implementation and the effect of change management on success. READ MORE
In this week's newsletter, we touched on the themes around Value-based Selling, CRM projects and Virtual Coffee. I hope you found those relevant and helpful for your day-to-day activities.
Are you missing a topic, please feel free to reach out and propose those that you would like to see in the coming weeks.
CEO Kurita AquaChemie | Strategic Leadership in Water and Process Solutions | Board of Directors member
1 年?? Dr STEVE LABORDA The example questions partly are closed questions. I prefer to have open questions in exploration phase. "May I know who should be convinced about this solution in order to get approval?" YES/NO "I was wondering if it would be possible for me to accompany you to the committee presentation?" YES/NO "Have you thought about how you'll let your current provider know?" YES/NO "Who in your organization should we present our solution to get approval?" "When will you have the committee presentation of our solution? How do you feel if I come along to support you?" "How will you communicate with your current provider?" Obviously, there are many more questions to explore the decision-making process. #millerheiman #strategicselling Thank you for your weekly insight on #selling and #pricing