Logic would tell us that our modern – post Dale Carnegie – sales processes are failing.

From what I’ve read and conversations I’ve had with several industry leaders and a few marketing automation companies,  current marketing  and sales automation technology does not address the human, private, off-line side of the buying decision journey. And it’s been said that using marketing automation offers a competitive advantage, but can it be even more productive? I believe that [...]

Why do so many of your good prospects not close? You’ve worked hard doing your sales job: you gathered good data and understood their need, you were a trusted advisor, they liked you and your solution. You provided value. But they didn’t close.
Where did they go?
They went off-line. They went back to their old vendors and their internal [...]

The sales model builds in a 90% failure rate…. and we expect that! We build it right into the entire system: We hire 10X more sales people to get the results we seek, we expect and get 50% longer sales cycles than we could be having, we face objections because people are responding to the sales model itself, [...]

Transcript:

I recently experienced a very clear example of Buying Facilitation(R), when i used it to turn a failed buying situation into a purchase.
I tell a shortened version of this story in my new book “Dirty Little Secrets;” it bears repeating during this economic confusion when buyers are having difficulty getting to ‘yes’.
I was at a [...]