My friend Wendy Nemitz (her avatar at right) and her very cool team at Ingenuity Marketing have a fabulous new (since Jan) blog called PUB: Power Up Blog! that is geared for young professionals (35 and under), but provides sage advice for persons of any age.
The post I'm bringing to your attention today shares one of Wendy's take-aways from this month's Association for Accounting Marketing (AAM) conference. She discusses the presentation of a long time friend of mine, Russ Molinar, director at E&Y who talks about sales strategies: Pre-call Planning: Ensuring Effective Sales Calls.
Russ worked in sales with E&Y for years and spent some time in a smaller firm and then as a consultant. A brilliant strategist, I'm not surprised E&Y enticed him back. He knows his stuff.
Russ introduced five approaches to consider, as appropriate, in your competitive situation:
Check out Wendy's post (and the rest of the PUB blog!) Your Prospect Meeting Strategy.