Pipeline management: is your forecasting accurate?
Wednesday, 20 Apr, 2011
Pipeline management: is your forecasting accurate?

What does your pipeline consist of? How long have the ‘opportunities’ been in the pipeline? How accurate is your/your team’s forecasting? Why isn’t it better – are your sales folks putting in bad leads? Are your sales folks able to enter the buying decision path and influence the Buying Decision Team in a way that […]

Trying to make a difference in a field that enjoys failure
Tuesday, 19 Apr, 2011
Trying to make a difference in a field that enjoys failure

Years ago, when the marketing automation field began publicizing that it would ‘follow the buy cycle’ and ‘place data exactly where it should be placed in the buyer’s decision path’, I knew that would be impossible, using the sales model. As a solution placement device, sales merely manages the last 10% of the buyer’s journey […]

The Consultant as Whistleblower
Friday, 15 Apr, 2011
The Consultant as Whistleblower

A fast-moving marketing automation company recently hired me to train Buying Faciliation®. They were both thrilling and unnerving to work with: constant change and disruption, people changing jobs and decisions, different initiatives happening all at once, etc. left everyone breathless – with many incomplete, unmanageable, and unexamined issues left behind. Not to mention an atmosphere that was ruled by the loudest people […]

How do systems determine buying decisions?
Friday, 8 Apr, 2011
How do systems determine buying decisions?

Because sales operates in needs assessment/solution placement terms, and not on the buying decision paths, we don’t consider that there is an actual system to how buyers buy. But there is. And it’s scalable.
BUYING DECISIONS ARE BASED ON SYSTEMS AND CHANGE MANAGEMENT
We live in systems (My book Dirty Little Secrets: why buyers can’t buy and sellers can’t sell […]

Guest Post: You know what your problem is?
Thursday, 7 Apr, 2011
Guest Post: You know what your problem is?

This post was written by Eric Luhrs, author of BeDoSell and known for his model of GuruSelling. His contact details are at the end of this wonderful article.
You think you know what your problem is. But you don’t know what it is. And that is a problem!
Whenever I work with sales teams I will ask […]

How can I trust a webmaster?
Tuesday, 29 Mar, 2011
How can I trust a webmaster?

Like many of us, the 3 years in the Recession Economy were scary. But it’s was a good news/bad news situation. My training and coaching business was greatly diminished, and as a result I had more time to do my favorite things: write and create.
I used those years to write a new book and finally get the full […]