Articles tagged with: Buying Facilitation®
The sales model focuses on needs assessment and solution placement. Buying is a change management activity. They are two different activities.
A recent client is an international B2B company with a very non-optimal – but not unusual – way of compensating their sales folks.
They split the sales team into an Inside Sales group that makes appointments, and Corporate and Field Sales teams to close them. The structure, as well as the compensation, promotes failure: Inside Sales is paid per appointment (with a tendency to [...]
People are getting confused about the terms buying decision journey, buying path, buy-cycle, helping buyers buy, and buying decisions. Using a case study, let’s look at how a real buying decision happens.
When I began using the terms in the 80s my meaning described a change management process to lead buyers through their non-solution/non-need-related, behind-the-scenes internal and political issues that [...]
The buy-cycle begins with one person with an idea – a recognition that things could be better. Whether from a discussion with a salesperson, idea from an article, or just the exasperation of an every-day issue, one person starts the journey toward a purchase – and meanders, falters, through all of the change management issues that [...]
In order for any change to occur – whether it’s a decision to purchase a product, or an implementation to add new technology - whatever touches the ultimate solution must buy-in to the change.
Often our focus is on getting the end-result we think we want. We forget that without buy-in from the necessary people and policies that maintain the status quo, we face the [...]
What criteria do you use to compensate your sales folks? Some combination of salary, commission, and year-end bonus, based on industry standard? And how do you know that that is the appropriate standard?
I believe we are currently paying our sales folks to waste 90% of their time. They are spending time pushing solution information to the wrong people at the wrong time, and have no idea [...]
