Comments on: The First Work Week of January, 2009: Once Again Into the Storm http://artpetty.com/2009/01/04/the-first-work-week-of-january-2009-once-again-into-the-storm/ Art Petty on Leadership, Management and Professional Development Fri, 10 Feb 2012 20:08:07 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Mark Allen Roberts http://artpetty.com/2009/01/04/the-first-work-week-of-january-2009-once-again-into-the-storm/comment-page-1/#comment-339 Mark Allen Roberts Mon, 05 Jan 2009 18:06:55 +0000 http://artpetty.com/?p=842#comment-339 The good news is now more than ever people have problems. Whether you sell B2B or B2C your market has problems that need solved. Someone will solve them and it might as well be you. You will not solve them the way you “always do things around here” because the market and its buyers have changed. Will you be able to solve them the way you did after 911, or 1982? No, today’s market has its own environmental, economic influencers, and unique buyer needs. You must quickly get out of your office and dive deep into your market. You must have an open mind, ask questions, and observe. The tendency will be to “sell through the objections” you hear, but you must observe the new buying process, and truly listen to the market. Keep in mind some of the top brands of today were launched during the great depression. Why? Because they clearly saw an unmet need, an unresolved market problem and solved it brilliantly. Some of those companies include; Fortune Magazine, Lazy Boy, Miracle Whip, Motorola, and Revlon just to name a few. The good news is now more than ever people have problems. Whether you sell B2B or B2C your market has problems that need solved. Someone will solve them and it might as well be you. You will not solve them the way you “always do things around here” because the market and its buyers have changed.

Will you be able to solve them the way you did after 911, or 1982? No, today’s market has its own environmental, economic influencers, and unique buyer needs. You must quickly get out of your office and dive deep into your market.

You must have an open mind, ask questions, and observe. The tendency will be to “sell through the objections” you hear, but you must observe the new buying process, and truly listen to the market.

Keep in mind some of the top brands of today were launched during the great depression. Why? Because they clearly saw an unmet need, an unresolved market problem and solved it brilliantly. Some of those companies include; Fortune Magazine, Lazy Boy, Miracle Whip, Motorola, and Revlon just to name a few.

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