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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…

Sellers can’t understand the buyer’s decision process
Monday, 13 Sep, 2010
Sellers can’t understand the buyer’s decision process

How do you and your spouse/partner figure out where to vacation?
When you have a need for a new car, how do you and your family choose it?
When your work unit (team, company) wants a new training program, how do you go about choosing if/when/why to have one, and with whom you’ll study?
AT THE START, NO ONE […]

We Can’t Understand Customers
Monday, 5 Apr, 2010
We Can’t Understand Customers

I often hear sales, marketing, and change management folks talking about ‘understanding the customer.’ But what, exactly, does that mean?
On the face of it, it’s a no-brainer. Of course  it’s vital to ‘understand the customer.’ But it’s not so simple as just ‘understanding’ as there are so many facets to this. I must admit that when I hear […]

“Dirty Little Secrets” Does the Field Really Need a New Sales Book?
Monday, 12 Oct, 2009
“Dirty Little Secrets” Does the Field Really Need a New Sales Book?

There have been almost as many sales books written as there have been cook books.
But none have ever been written on how to influence, understand, manage, or support the full complement behind-the-scenes, personal/policital and non-need-related elements in a buyer’s decision to purchase.
Sales books manage the solution sale: understanding needs, ‘getting in’, handling cold calls, closing, or objections. Using […]

Buyers Don’t Buy Because You Sell Well
Friday, 18 Sep, 2009
Buyers Don’t Buy Because You Sell Well

Buyers buy when they want to resolve a business problem.
Buyers buy when all of the members of their decision team – all of the members – agree that it’s time to resolve a problem.
Buyers buy when their internal system – their culture – knows how to make room for something new without disrupting the status […]