Articles tagged with: Buy-In
People are getting confused about the terms buying decision journey, buying path,..
Recently, I asked 15 marketing automation leaders to define Lead Scoring for me. Every one gave me a different answer!
The sales model has taught you to uncover needs – to really, really understand needs – so you recognize who is a good prospect and know the right way to pitch to that person. You finely hone your probing and questioning skills. You learn to hear a need from a mile off. You teach your staff to have great care […]
You get paid based on closed sales. Fortunately, you don’t get paid on the % of sales you don’t close.
But actually, that is exactly what happens: you are missing income on the sales you aren’t closing. But if you based your efforts on the buyer’s decision paths rather than your solution, you can be closing a helluva lot more sales.
THE COST OF […]
Logic would tell us that our modern – post Dale Carnegie – sales processes are failing. Given the facts, there is no logical reason to believe that a purchase will follow from our selling behaviors. We close at such a miserably low rate that it’s quite stunning no one even consider that maybe, just maybe, something should be done about […]