by Lea Strickland | May 7, 2012 | Business Articles
“Me First” Doesn’t Work Have you ever begun exploring a business relationship and found the other party entrenched in “What’s in it for ME?” Every person or business that engages in any activity ultimately has self-interest, so I’m not talking about having an...
by Lea Strickland | Jan 10, 2012 | Business Articles, The Street (the street.com)
When customers feel pressured or even stalked instead of courted, a sale is less likely to result. How many hours do you spend in a week looking for new customers? How many telephone calls, networking meetings and other activities do you engage in to find viable...
by Lea Strickland | Apr 1, 2011 | The Street (the street.com), Viability
The Idea That Counts: What Customer Wants It isn’t what a company wants to sell that matters, but what the customer buys. Just ask Ford(F), which has dropped low-performing brands and replaced a pre-recession focus on big trucks with an emphasis on lower prices,...
by Lea Strickland | Jan 25, 2011 | Business Articles, The Street (the street.com)
Decisions about buying and implementing technology can be the most challenging, and the larger the organization, the more complex the decision becomes. Information technology, finance and other departments have to be “sold” on the benefits, and once sold...
by Lea Strickland | Sep 28, 2009 | Business Articles, Leadership, Marketing, Sales and Business Development, Perspectives, Small Business, Small Business, Start-up
Many of you may know that in addition to writing and consulting I also do speaking engagements. The topics vary depending upon the venue and the audience, of course. Generally, I know the topic in fairly specific terms well in advance of an appearance. I also...
