Buyer Personas do a great job targeting marketing and sales campaigns to reach the most probable buying audience. But it’s possible to make them even more efficient.
Here’s a question: Do you want to sell/market? Or have someone buy? The belief is that if you can sell/market appropriately – the right campaign to the right buyer with the right solution at the right time – buyers will buy. If that were true, you’d be closing a helluva lot more than you’re closing. Sure, Buyer Personas make a difference in your close rate. But it could be higher.
Our jobs as sellers, change agents, coaches, and managers is to motivate change. Whether it involves a purchase, a new idea, a different set of behaviors, or a team project, all successful change requires buy-in. As outsiders we are, after all, requiring a shift in the underlying status quo – the system – that we […]
A colleague recently said he was waiting for a deal to close. How did he know it would close?
Buying decisions happen well before buyers consider your solution regardless of their need or
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?
All leadership styles have some sort of interplay between accomplishing a goal…