Who Drives Your Proactive Market Development Process
strat1
January 30, 2026
Selling
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Last time we talked about having a” Proactive” product/service development process and how important this is to the profitability of your business. But here’s the “Rub”, who is the driver of this process? If it is pushed down to the sales or engineering management level and is not supported by top ...
Do You Have a Proactive Market Development Process
Last time we talked about having an active product/service development process. How do you know what products or services to develop? From our viewpoint this information flows from a proactive market development process, that is a living, breathing, financed, and an item that is on a monthly or quarterly executive ...
Do You Have an Active Product/Service Development Process
strat1
October 16, 2025
Selling
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Does your company believe that it needs an active, supported, and financed product and or service development process? Is it an active line item in your monthly or quarterly management meetings? Are your salespeople actively involved in this process and do they look for new opportunities and report them in ...
Are There Walls Between Functional Groups in Your Company
strat1
August 26, 2025
Selling
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Last newsletter we talked about cultural changes that may be necessary in a company and we highlighted some areas that are typically in need of culture analysis and change. In this newsletter we want to discuss walls that can be built between functional groups. Typically, these walls are built between sales ...
Does Your Company Culture Need to Change?
How do you know when your company’s culture requires a change? We suggest that there are some metrics that will act as indicators that something needs to change. These metrics are fundamental and are metrics that we all look at every month, every quarter, every year. Those metrics are sales volume, ...
Presenting the Value Proposition
It's a new year and we at Strategen sincerely hope that you had a successful 2024 and wish you a prosperous 2025. In our last newsletter we talked about your ability to draft a “Value Proposition.” Assuming you and your sales team have a working knowledge of your customer's processes and/or ...
What is Your Value Proposition?
In the last few months, we've been discussing how your products or services integrate into your customers’ businesses and processes. We've asked whether you can discuss these integrations intelligently as we think it's imperative that in order to sell professionally, you understand your customers business and their processes so you ...
Are You Able to Intelligently Discuss Your Customers’ Processes?
strat1
October 22, 2024
Selling
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For those of you who sell products or services that are used within your customers’ businesses and/or processes being able to intelligently discuss how your products or services can impact and benefit your customers’ processes and business is essential for you to be able to sell. We believe it's impossible ...
Do You Know Why a Customer Should Buy From You? (Part 2)
strat1
September 18, 2024
Selling
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Last month we asked the title question: “Do you know why customers should buy from you?” and we listed 4 bullet points. In today's newsletter we will want to discuss in more detail the first question we asked, which was: “Do you have a firm grasp of how your product or ...
Do You Know Why a Customer Should Buy From You?
This seems like a fundamental question, but do you know why a prospective customer or customer should buy from you? We find many companies initiate market activities to a selected group of customers not really knowing the value they can provide to these customers. This begs a few fundamental questions: Do ...
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