There are two aspects to a buyer’s journey as they consider a solution purchase: getting internal buy-in from colleagues, bosses, and budgets to decide to make a change, figuring out how or what will be included in the change, and agreeing how to move forward…
Sales folks who are not changing their approach, or their activity, or their go-to-market strategies are going to go the way of the newspaper: doomed. There is just too much change going on now in the industry to keep doing what you’ve always done. The large companies know this (kinda); the smaller ones are pushing […]
I’m sure you realize that a purchasing decision is a change management problem. We will never, ever know what’s going on in a buyer’s environment that is behind-the-scenes, and influencing the decisions that get made to make a purchase or remain with the status quo.
And once the solution gets chosen, all of the people involved […]
Recently, a student of my Guided Study program thought that her clients – franchisees who sell her product – might do well to add Buying Facilitation™ to their sales skills so they could close more sales.
I sent a couple of blog posts for the folks to read, and then had a phone conference with them. My job was […]
Without buy-in, nothing changes. If the group or person deemed change necessary, it would have happened already. So whatever state the status quo is in is the preferred state: no matter what you think is wrong, or how your wonderful solution would make it better, it ain’t going to happen unless the status quo is willing […]
On Saturday, I attended Austin ProductCamp and ran a session called: How to Get Buy-In for Strategic Product Decisions
We had around 75 eager, excited people attending. I handed out a list of 11 tasks necessary for a successful implementation, and asked the participants to order them, assuming they’d focus on getting the announcement data and […]