A Changing Marketplace

By Mike Philie
In January 8, 2013

Last January 5th I wrote a post in my blog asking if 2012 would be better for you. Well, was it? If it 2012 did get better, my guess was it was a result of the actions that you took to change what was going on in your business. What actions were those? Can you repeat them this year or better yet, should you repeat them this year?

As the market continues to shift we see many organizations re-evaluating their efforts for 2013 as what they did in the past may no longer be relevant. Perhaps they are not making dramatic shifts but definite reactions to a changing marketplace.

Being connected to your client base has never been more important yet I still see senior leadership teams that are too removed from the client front. This doesn’t mean that they all have to handle direct account relationships but they must have some type of direct contact with their clients.

Through the weekly sales pipeline reports that come from the sales group or from a strategic initiative to grow an account, the senior team has to get in front of key accounts and have a relationship with them. This two-way dialogue gives the client direct access to key managers and going the other way, allows the manager to have direct access to the changing marketplace through their clients.

In a changing marketplace the key drivers of success include timely and relevant information and views of strategic trends. A key ingredient is to understand how and why clients buy what they buy and how they use your products and services to enhance their business.

It’s a changing marketplace; make sure your intelligence is clear, current, relevant and meaningful.

Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

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