White Paper | Sharon Drew Morgen

Posts Tagged ‘White Paper’

Helping Buyers Decide To Spend Money

Jul 10, 2009 Sales Related

money Because of the feared, or actual, financial crunch, companies are stepping back from their normal decision making behaviors. The problem is not that there is no money; they are just not spending it.

If that weren’t enough, they are so scared of making bad decisions that they’ve added additional stakeholders to each decision team to spread the risk. What does that mean? It means that “no” becomes the truly operative word.

Folks are scared to take a stand because they don’t understand the corporate risk AND the personal risk to their egos and reputations.

Folks are now working with strangers, with unknown repercussions for their future careers.

The possibility of agreeing on mutual criteria gets diluted in a larger team so there is no longer a set of assumed criteria to decide with.

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Tags: buying decisions, decision criteria, decision issues, decision making process., down economy, financial crunch, manuever internal dynamics, risk averse, stakeholders, White Paper

Sales 2.0: 5 Things You Shouldn’t Expect

Jul 6, 2009 Decisioning & Change Management, Top Posts

sales2 Sales 2.0 is the New New Thing.

I hate to be a contrarian (Oh. Ok. I love it. Why change the habits of a lifetime?) but… it’s not the end-all and be-all that it’s being touted as.

Here’s the good news: Sales 2.0 is good for driving people to you. By simply offering a webinar, a free e-book, a White Paper, or some incentive, you can get folks to your site. If your material is good enough, they will Twitter about you, put a TinyUrl about you, link to your site, write you up on their blog. You can gather their data, have some sort of passive or active follow up, use the names on an opt-in list, and get hundreds or thousands of new names on your database.

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