Jeff Koser was recently featured in the June 12, 2009 issue of Milwaukee BizTimes. He was asked (and answered) THE QUESTION.

If you missed the issue here it is:
THE QUESTION. “How are you going to sell and close business with the current level of financial and economic noise?”
“Competition for the sale of your solution is going to come from places you never even imagined. Not only will you face the normal myriad of competitors, you’ll face more competitors. There will be competitors you never even heard of coming out to try to close business – any business.
Here is what you must do:

• Define and measure where you are the experts and where you fit the best.
• Crisply determine the “pain-point” business issues you address.
• Quantify the value of addressing the pain.
• Learn to identify and sell at power – the level where the promises are made that get your projects approved.
• Go one step further for real sales innovation; determine and lead with the Economic Value Added (EVA) of your solution.”

You can pick up the latest issue of Milwaukee BizTimes at your favorite local bookstore or online at Milwaukee BizTimes.com