The RedChasm Blog

A Formula for Value-Based Pricing

I define value as the amount of money a customer earns or saves by buying your product vs. buying your competitor’s product, or continuing with the status quo. To price on the basis of value, first calculate the total amount of money a customer will earn or save over one or two years—think logically but […]

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Who’s in charge of your pricing? You are!

Contrary to popular belief, the market does not set the price when it comes to highly differentiated, high-technology capital equipment. And a handful of professional buyers does not constitute a “market” in any event—especially when those buyers are trained to mislead and even lie to you. Despite what these buyers tell you, your products are […]

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The Profit Platform: Pricing, Pitching and People

This blog is a pitch for my services. If you’ve found my previous blogs helpful, I’d appreciate it if you would read the information below and consider ways in which we might be able to work together. I’m a marketing and sales consultant who helps high-tech companies increase revenue and profit. I’ve helped many companies […]

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Dos and Don’ts for Effective Sales Training

Even the most interesting and relevant sales training material can fall flat if it’s not delivered well. Here are some dos and don’ts to keep your employees engaged, attentive, and learning: DO Know what you’re talking about. One of the best ways to prepare is to write a one-page summary, as if you’re writing an […]

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Training for New Salespeople That Actually Works

Once you’ve made a job offer that has been accepted, it’s time to get your new salesperson up to speed as quickly as possible—meaning, as profitable as possible ASAP. Unfortunately, much of what passes for sales training is really product training, designed to show salespeople how products work. Or it’s generic, with the material being […]

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You’ve Identified Your Top Candidate for the Job. Now What?

A lot of hiring resources make “making an offer” sound like the simplest part of the process. In some ways it is—from the employer’s perspective. After all, you have already done the work of defining the job, examining your budget, advertising the opening, interviewing candidates, assessing their relative strengths and weaknesses, and winnowing down the […]

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How Do You Hire for Fit? Paint a Picture

If you’ve ever read anything about goal-setting, you’ll know that experts always advocate envisioning—with crystal clarity—the desired end result. The same sort of practice can help you hire candidates who fit well with your company’s culture. Because they don’t yet know enough about your company to paint their own picture of what it would be […]

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15 Revealing Sales Interview Questions

As hiring managers, we conduct interviews for two basic reasons: To determine if a candidate can deliver the results we need, provide new ideas and better ways of doing things, fit in with our organization’s culture and people, and potentially be promoted in the future. To share information with the candidate that enables the person […]

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Building a Successful Sales Team: The Three Sales Roles

Once you’ve decided what you want your sales team to accomplish, the next step is to build your team. In order to do this, you need to determine what sales roles need to be filled to meet your objectives. To my mind, sales roles fall into one of three general categories: Creating, Building and Maintaining: […]

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