Articles tagged with: buying decision team
Sales could easily become a spiritual practice, bring in far more revenue, and make sellers Servant Leaders.
For decades, I have been a proponent of, and keynoter in the field of, Spirituality in the Workplace. In my work life, I have focused on the sales profession, as I believe (as the very foundation of business), it offers the capability of making each person, each interaction, and each company, based on true service.
Unfortunately, with the focus on profit, solution placement, timelines, and commissions, the potential for true servant-leadership has been overlooked.
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!
Let’s say you are in the sweet spot of lead scoring for potential vendors. Let’s use the conventional sorting categories: you work in a mid-sized corporation of over $50,000 revenue, and you are one of the senior players in the decision to purchase a new widget.
During the course of your considerations, you find an interesting webinar […]
I’m here to tell you that cold calling can be one of the most effective ways to meet new prospects and close sales. And it’s a whole lotta fun.
I know, I know. Most sellers eschew cold calling, preferring instead to network, get referrals, golf, meet face-to-face or …
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.
Buyers live in a ‘system’ that maintains their Identified Problem (or ‘pain’) over time…