There has always been a divergence between how sellers sell and how buyers buy. That problem is the bane of a sales professional’s existence. The Buying Facilitation® model teaches sellers to help buyers facilitate their beginning-to-end buy path and manage the change they must address before they can purchase anything. Those who master it close a lot more business, much faster, regardless of their industries, countries, solutions, and price points.
What, exactly, is selling with integrity? Is it about creating great solutions that make a difference in companies and lives? Or respecting and serving our prospects and clients and employees?
How many of you know the exact percentage of sales you close? Many companies labor under the misconception that they close 17 or 20%…
Do you want to sell? Or have someone buy? They are two different activities. In sales and marketing…
The field of marketing automation would like to get the right data, at the right time, to prospects who sign up on contact sheets. The problem is they are working from a sales model; but buyers buy using a change management model as they must address their internal, human, unique decision issues prior to a solution choice. Here is where the real influence happens.
There are almost as many definitions of Relationship Manager as there are for ‘social media’