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The Buyer’s Buying Journey – Podcast 2: Keeping Sellers Relevant
Tuesday, 23 Nov, 2010
The Buyer’s Buying Journey – Podcast 2: Keeping Sellers Relevant

There are two aspects to a buyer’s journey as they consider a solution purchase: getting internal buy-in from colleagues, bosses, and budgets to decide to make a change, figuring out how or what will be included in the change, and agreeing how to move forward…

How sellers must change to remain indispensable – Podcast 3: Keeping Sellers Relevant
Monday, 2 Aug, 2010
How sellers must change to remain indispensable – Podcast 3: Keeping Sellers Relevant

Unfortunately, the newspaper may be going the way of the dial telephone. I’m a journalist by trade, so this fact pains me greatly. But the truth is, newspapers haven’t yet discovered a way to re-invent themselves to remain relevant today. Technology just does too good a job making news available instantaneously.
Unfortunately, the same thing is happening with […]

Is the salesperson irrelevant? Podcast 1: Keeping Sellers Relevant
Monday, 19 Jul, 2010
Is the salesperson irrelevant? Podcast 1: Keeping Sellers Relevant

Sales has done a fine job of needs assessment and solution placement. But the focus on placing solution is not as relevant as it once was as buyers show up knowing more than we do. I even know of on-line capability being developed as we speak that will replicate questions that sellers ask, on line…