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Articles tagged with: decision team

How Much Time Do Sales People Waste?
Monday, 31 Aug, 2015
How Much Time Do Sales People Waste?

As sellers, we waste over 90% of our time. We need to find prospects, get them bought-in to the possibility of using our solution, get them what they need to understand our solution and how it might fit, get past gatekeepers, manage objections, get to the right people who will know how to buy us, and wait. And then, we only close a small fraction.
There must be a better way to do this, no?
1. if we knew who would be a prospect on the first call, and get rid of those who will never buy, how much time would we save?

Why do we get pushback – and can it be avoided?
Friday, 18 Mar, 2011
Why do we get pushback – and can it be avoided?

People in our organizations don’t object to change because they don’t like those of us who introduce it, or the solutions we propose, or because they don’t trust us. They object—push back—because they are protecting themselves from the fallout that would happen if something new entered their environment before they made the necessary systemic shifts to adopt […]

Contest: the 10 Steps of a Sales Cycle
Monday, 12 Apr, 2010
Contest: the 10 Steps of a Sales Cycle

I am having a contest! Ready to play? Since my Monday posts are about Buying Facilitation®, and I’ve written so extensively on it, it’s time to put some of your learning into practice. How does Buying Facilitation® fit with the sales model (especially given that both models include managing the buying decision, albeit using very […]