Business School + Sales = Huh? (or, ‘what you don’t know about sales can be hazardous to your business)
An article in the July-August 2012 Harvard Business Review revealed that of the 479 accredited business programs at universities in the U.S., only 101 have a sales curriculum (21%), and a mere 15 offer either an MBA or some sort of sales-oriented graduate curriculum (3%).
Amazing and typical at the same time. The article goes on to explain that most business school curricula were created when the vast majority of students had been in the working world and were coming back to school to earn MBA’s to round out their professional skills. The boom in MBA programs led to more and more students going directly to graduate school. The rise of marketing as a discipline made an MBA in marketing much more attractive (and vague) than learning how to directly sell something. Talk about generals fighting the last war.
This translates into the real world in those who are excellent in their professions but have no expertise in developing business. The Accountant that strikes out on his or her own and the Attorney who worked 80 hours a week to become a partner only to realize they now have rainmaker responsibilities are but two examples.
Many years ago a company I was working for brought in a very successful college baseball coach who began his presentation by reminding us that everyone in the audience was the result of a sale. It made sense then and it makes more sense now.
Waverider Communciations Opens Boston Office
Announcing the opening of Waverider Communications’ new Boston office! The office is located in Suite 1702 at 265 Franklin Street. The new phone number is 617-963-5291. “Our relocation to Boston is the next logical step in Waverider’s development”, said President & CEO Robert J. Simpson, “The new office will help us to serve our clients better and we look forward to being a part of the Boston business community as we begin what I believe will be an outstanding year for the region.”
Waverider Announces Completion of Video Project
Waverider Communications is proud to announce completion of our latest project, a video production for Falcon Global Edge. This is a great way to utilize video for sales and marketing efforts. It is one part of a cohesive, multi-platform approach to marketing, promotion and advertising.
Know Thy Audience
Any time you try to communicate a thought to a person or group of people you should follow the first and most important commandment of communication: Know Thy Audience. Your kids don’t need to hear how brake pads need to be replaced. They need to know you took the time to get the car fixed so you can take them to the beach. The same applies to business communication. Don’t get caught up in jargon. People don’t need or want the technological process that produced your new widget. They want to know how this new widget will make their lives and/or jobs better. Always think of your audience and tell them what THEY want to know. If they want technical specifics believe me, they’ll ask.