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Articles tagged with: buying decisions

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!

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 […]

Buying Decisions: The Implicit Vs. The Explicit
Monday, 30 Apr, 2012
Buying Decisions: The Implicit Vs. The Explicit

When I began talking about ‘helping buyers buy’, or ‘decision facilitation’ in 1988, people thought I was a bit eccentric, to say the least. “I help buyers buy too,” I used to hear. “I find out what they need, position my solution in a way they understand that it will resolve their pain, and give […]

First Contact: What to Do, Why, and How to Get Better Results
Friday, 4 Nov, 2011
First Contact: What to Do, Why, and How to Get Better Results

Depending on the selling approach you’re using, you are closing between .6% – 7% , regardless of size of solution or industry.
These numbers are far lower than they need to be: so long as your primary focus is on making a sale and you focus on needs assessment and solution choice (factors which are the buyer’s final considerations), and ignore the […]

What are we paying our sales folks to do?
Wednesday, 22 Jun, 2011
What are we paying our sales folks to do?

What criteria do you use to compensate your sales…

Make the vendor an active partner from early in the buyer’s decision path
Friday, 13 May, 2011
Make the vendor an active partner from early in the buyer’s decision path

Because choosing a solution is the last thing a buyer does, the vendor isn’t an active partner at the point the most important decisions get made.  We  like to think that because we gather good data, deeply understand pain, and have a relevant solution, we’ll be considered an ‘active partner.’
SELLERS ENTER TOO EARLY
We fail to realize that we are […]