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Articles tagged with: economy

Musical sales people: moving sellers to be near buyers is irrelevant
Friday, 29 Apr, 2011
Musical sales people: moving sellers to be near buyers is irrelevant

When I recently heard that a prospect was re-organizing and moving the sales folks into geographic verticals, I was baffled. Across the board, through decades, using any sales model, selling any solution, the sales model closes 7%, plus or minus 2%. Regardless of where the sellers sat.
From what I gather, the thinking behind this is to ‘be nearer […]

Why Sales Are Faltering In This Economy, And What To Do About It
Monday, 5 Oct, 2009
Why Sales Are Faltering In This Economy, And What To Do About It

IS IT TIME TO TRULY HELP BUYERS BUY?
There are actually two major things a buyer must do prior to making a purchasing decision. Of course they must ultimately choose a supplier and a solution (that’s the role of sales). But they also must manage all of the off-line, behind-the scenes change issues that must take place internally so they can […]

Dynamic Growth: Help In Today’s Economy
Tuesday, 11 Aug, 2009
Dynamic Growth: Help In Today’s Economy

Paul McCord can help you sell. He’s got interesting ideas about how to be successful, without giving up your values and integrity.
He’s got lots to offer on his site, but this was my favorite page: Articles
He’s written bunches of articles that will hit home for the typical sales problem. And he takes such a clean […]

Who Do You Choose To Trust On The Net?
Tuesday, 4 Aug, 2009
Who Do You Choose To Trust On The Net?

Chris Brogan is to be trusted. But how do we know?
Indeed, Chris asks the big questions that we all should be asking:
“We’ve moved from asking our neighbors to believing advertising to asking people we’ve never met what they think about an issue. How does this work? And if you represent a business, how can you be […]

It’s Not The Economy: It’s Your Selling Patterns
Monday, 20 Jul, 2009
It’s Not The Economy: It’s Your Selling Patterns

Buyers buy using their own buying patterns. Unfortunately, sellers lose a lot of business by using their own selling patterns: if the seller’s selling patterns don’t match the buyer’s buying patterns, there will be no sale, regardless of the proximity of the seller’s solution to the buyer’s need.
With so much confusion and risk management slowing down sales, maybe it’s time […]

How Sales Must Shift In This Uncertain Economy
Friday, 6 Feb, 2009
How Sales Must Shift In This Uncertain Economy

Until now, you’ve had a rather specific definition of sales: uncover need, define how a solution fits, and place a product where there is a match between your product and the need. But given that the ‘need’ is no longer the buyer’s focus, you can use this time to help them see the entire elephant […]