Articles tagged with: buying facilitation
Do you sit and wait for your buyer’s to close? They need your solution. They like you. They are OK with the price.
Your product is not the reason people buy. It should not be your initial focus with prospects.
People are getting confused about the terms buying decision journey, buying path,..
As a sales manager, do you forecast sales that will close when your sales folks tell you they’ll close?
As a sales professional, do you forecast which sales will close when your contact tells you they’ll be ready? Or when it seems to you they’ll be ready?
How accurate have you been with your predictions?
WHY DO WE THINK […]
In order to sell more when using marketing automation technology, we need to enter the buyer’s decision path far earlier.
The field of marketing automation would like to get the right data, at the right time, to prospects who sign up on contact sheets. The problem is they are working from a sales model; but buyers buy using a change management model as they must address their internal, human, unique decision issues prior to a solution choice. Here is where the real influence happens.