Lisa Terrenzi

Salespeople talk too much!

Salespeople talk too much! I was recently hired to help a very competent and well-known business man close a multi-million dollar contract. He had an established Fortune 500 company that was very successful so when he told me his problem I was surprised. It turns out he knows his market cold, he knows what to go after and how to do it and his salespeople are great, but when he gets brought into the sales conversation (a necessary action for these deals) the deal tends to fall apart. After accompanying him on his next multi-million dollar sales meeting, it all became crystal clear. Being in charge, it was only natural for him to “take charge” of the meeting, but he did more than this. He covered everything there is to know about his product and services. He left no stone unturned. While he was trying to be extremely helpful, this approach left no room for the potential client to provide vital information that would help him close the deal, not to mention made the client feel like they were being left out of the conversation! Have you ever had someone spend what seemed like hours, explaining in painstaking detail, how to do something? Or had to sit through a 3 hour lecture in college? Or how about listen to your parents tell you everything you should and shouldn’t do in life while relieving their entire childhood and every failure along the way? The truth is no one is ever going to listen to you, let alone follow your advice, without having the information relate to something that is causing...
Public Relations (PR) Fundamentals

Public Relations (PR) Fundamentals

Public Relations is a necessary component in both life and business. You can literally influence or change the mind-set of a friend, colleague, boss or even a group of people or a certain type of public with PR. It can mean the difference between huge success or complete ruins. In a business setting, the actual function of PR is to interpret the policies of management to the various publics with which your organization is dealing. PR can also popularize and get them accepted, find facts about any unacceptability of the policies, create and run campaigns to make the policies more popular, test public opinion with regard to the campaigns, and more. PR literally molds opinion! Here are some fundamentals to help you be successful in PR activities: POLICIES OF MANAGEMENT – The first rule of PR is to ensure there is an up-to-date strategy, including policies from management. There is a lot of work involved in PR, so it is important that your blood, sweat and tears goes towards popularizing the right policies and programs! Once you have these, study and know them well. DEFINE THE EXACT PUBLICS YOU ARE GOING AFTER – The definition of “Publics” in PR is a type of audience. You divide up the broad population into separate publics. Examples of this could be: teenage girls, men in their 50’s, small business owners or system administrators in large Fortune 100 companies to name a few. It is crucial that you define your exact publics as the majority of mistakes and errors in PR come from targeting wrong publics. NEVER, EVER USE LIES IN PR –...
Business Development and Strategic Alliances — Tips and Tricks

Business Development and Strategic Alliances — Tips and Tricks

In this day and age, almost every activity you are doing or want to be doing has something to do with developing business or creating and managing alliances. Having been developing business and creating alliances for 15 years, I want to share some of my knowledge to help you be successful too. BUSINESS DEVELPOMENT & STRATEGIC ALLIANCES – TIPS AND TRICKS COMPANY STRATEGY: Ensure your overall strategy is clearly defined so you know which alliances to create. I can’t tell you how many times I have seen a company go through a lot to secure the needed alliance only to find out mid-stream that they really needed something entirely different. A lot of wasted time and resources could be avoided if you just ensure your overall strategy is up to date and applicable for the immediate future and aligns with where you want to go in the long term as well. REASONS FOR ALLIANCE: Define the exact purposes for an alliance such as: Able to offer your customers a larger variety of products or services. Can offer your customers more back-end and upsell products. Able to expand your business faster, including increasing your overall market either globally or a larger reaching market. Gain access to better technology, including able to develop new products and services quicker or more talent to be able to innovate better and faster. And many more. ALLIANCE RESEARCH: Be sure to do enough research into which alliance partner you should seek. There are usually many different options. Specifying key points that are important to you and then prioritizing your potential alliances by order of how...