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Articles tagged with: Buy-In

Change management and sales: influencing the buying decision path
Monday, 9 Jul, 2018
Change management and sales: influencing the buying decision path

Buyers want to solve a problem…

How do you buy? Steps in a buying decision
Tuesday, 15 Apr, 2014
How do you buy? Steps in a buying decision

People are getting confused about the terms buying decision journey, buying path,..

Deliver the Right Content at the Right Stage of the Buy-Path
Monday, 20 Jan, 2014
Deliver the Right Content at the Right Stage of the Buy-Path

Recently, I asked 15 marketing automation leaders to define Lead Scoring for me. Every one gave me a different answer!

Your solution is the last thing the buyer needs
Saturday, 23 Mar, 2013
Your solution is the last thing the buyer needs

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 […]

The Buyer’s Decision Path: why it’s important to sellers
Sunday, 17 Jun, 2012
The Buyer’s Decision Path: why it’s important to sellers

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 […]

Fighting for Failure: why modern sales practices are illogical
Tuesday, 15 May, 2012
Fighting for Failure: why modern sales practices are illogical

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 […]