80% of your prospects will buy a solution similar to yours within 2 years of your connection, but not from you; your relationship-building, price breaks, marketing campaigns, etc. are irrelevant until they have their ducks in a row and are ready to bring in a solution.
Indeed: the time it takes buyers to manage changes they’ll face from bringing in your solution is the length of the sales cycle. And you’re not helping them manage the change.
Your product is not the reason people buy. It should not be your initial focus with prospects.
Information, when used to influence or sell, has cost us untold loss in business and relationships. It actually causes resistance.
Hi Everyone: I’m sending you something quite different this week; I hope you don’t mind but I find this topic important. My good friend Ardath Albee sent me this note below, asking us to vote for her to receive a grant for something near and dear to my heart: to develop new capabilities for the field of marketing enter the buy path earlier. Please read her sweet note and see if you can get behind this by voting for her. If she wins the grant, I trust that she’ll use the funds to help us all be more successful.
As sellers, we’ve been taught that someone with a need that our solution fulfills is a prospect…
There is no reason to try to make an appointment with a cold call. Think about it.