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A Purchase Is Not An Isolated Event
Tuesday, 8 Jul, 2014
A Purchase Is Not An Isolated Event

Why does the sales model merely focus on placing solutions when it’s last step buyers take during…

Help Buyers Buy: Facilitate The Buy Path, Then Sell
Tuesday, 17 Jun, 2014
Help Buyers Buy: Facilitate The Buy Path, Then Sell

Your solution is the last thing a buyer needs. Literally…

Does The Sales Model Do What We Need It To Do?
Tuesday, 17 Jun, 2014
Does The Sales Model Do What We Need It To Do?

Sales has been around since the Serpent convinced Eve to eat the apple. And, unfortunately, the goals have remained pretty much the same ever since.

Seeking Funding? Have Investors Choose You Over The Competition.
Monday, 9 Jun, 2014
Seeking Funding? Have Investors Choose You Over The Competition.

You’re a smart entrepreneur with a savvy team. Your widget will make millions. You started up with a few bucks your friends gave you but now you need funding. Do you know how an investor will choose to fund you over others?

The answer is you don’t know.

Instead of relying on a great presentation and hoping it will inspire investors, why not add targeted questions to the end of your presentation to make sure you both know what you should do to meet success their criteria. Do they want to be repaid within 5 years? Do they want to sell you off for $3,000,000 in two years? Do they want you to compete with the larger brands and grow virally while becoming a hot brand they can stand behind?

The Last Thing Buyers Need is your Solution
Tuesday, 3 Jun, 2014
The Last Thing Buyers Need is your Solution

You have a choice: you can follow buyers around until they decide they need your solution – about 90% of them won’t – or facilitate their decision path. I developed a change facilitation model. Read more…….

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.