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How Sales, Marketing and Social Can Facilitate the Decision Path
Tuesday, 29 Apr, 2014
How Sales, Marketing and Social Can Facilitate the Decision Path

Unfortunately sellers end up closing a small fraction…

Forecasting closed sales: how you will know when a buyer will close
Tuesday, 8 Apr, 2014
Forecasting closed sales: how you will know when a buyer will close

As a sales manager, do you forecast sales that will close when your sales folks tell you they’ll close?
As a sales professional, do you forecast which sales will close when your contact tells you they’ll be ready? Or when it seems to you they’ll be ready?
How accurate have you been with your predictions?
WHY DO WE THINK […]

9 Steps that Influence a Buying Decision
Wednesday, 5 Mar, 2014
9 Steps that Influence a Buying Decision

The steps of a buying decision differ from the steps of a sale. The sales model has no way to influence the private decisions and buy-in issues that buyers must address before they can buy.

Why Your Sales Cycle is So Long (Hint: It’s Not About Your Solution).
Wednesday, 5 Mar, 2014
Why Your Sales Cycle is So Long (Hint: It’s Not About Your Solution).

Do you know why it takes so long for a buyer to buy? If the buyer knows they have a need, and they like you and your solution, shouldn’t it be easy?

Selling With Integrity
Wednesday, 5 Mar, 2014
Selling With Integrity

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?

Do you want to make a sale? or an appointment?
Monday, 10 Feb, 2014
Do you want to make a sale? or an appointment?

How many of you know the exact percentage of sales you close? Many companies labor under the misconception that they close 17 or 20%…