You think know your buyer. You don’t.
Tuesday, 3 Jun, 2014
You think know your buyer. You don’t.

Sales folks are taught to have a certain amount of curiosity. But what, exactly, are you curious about?
You have been taught to be curious about needs.

Social Listening: Are We Really Hearing Our Customers
Monday, 26 May, 2014
Social Listening: Are We Really Hearing Our Customers

Currently we’re merely listening for what we want to hear, thereby restricting the full potential of social listening. As more than merely a tool for monitoring, text mining, analyzing, or customer experience management and intelligence, social listening can determine when and how to actively facilitate buyers, users, and followers through to the desired outcome.

There are 13 steps all buyers or followers – consumers of products as well as services, B2B as well as B2C – take before they finally choose to buy a new solution. The first 10 of these steps include hidden, change management, and buy-in issues that are essential, but not directly related to, a purchase.

What’s a Buying Decision Team? And Why is it Important?
Monday, 26 May, 2014
What’s a Buying Decision Team? And Why is it Important?

A buying decision is not a whim. Whether you’re making a small personal purchase with one Buying Decision Team member or a…

Buying Facilitation® and Sales: The Great One-Two Punch:
Tuesday, 20 May, 2014
Buying Facilitation® and Sales: The Great One-Two Punch:

Sales is a great model for understanding need and placing solutions.
Buying Facilitation® is a change management model, great for helping buyers navigate their behind-the-scenes change management issues

Content is not King
Tuesday, 6 May, 2014
Content is not King

Do you know the point in the buyer’s journey that they read your content? Is it when the assistant hands her boss a stack of articles to help him prepare for a meeting?

How Do Decisions Get Made?
Tuesday, 6 May, 2014
How Do Decisions Get Made?

As I venture outside the field of sales I have been meeting . . .