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Buying Facilitation®

Sales and Social Networking: thinking it through
Monday, 29 Nov, 2010
Sales and Social Networking: thinking it through

Here are some questions: How are you using social networking to help you sell? What are the goods, bads, and uglies.
Do you use it as a vehicle to be introduced to prospects you wish to pursue, via LinkedIn or Facebook? If so, what are you doing and how? What is working and what isn’t? What […]

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…

Guest Post: Stop Selling and Start Helping People Buy at Eloqua
Monday, 22 Nov, 2010
Guest Post: Stop Selling and Start Helping People Buy at Eloqua

Marketing automation has amazing potential as a way to close more sales, make the selling process more efficient, and help buyers get the content they need. The field is working hard at discovering all aspects of the buying process and how to influence it.

My Marketing Automation Experience
Monday, 15 Nov, 2010
My Marketing Automation Experience

Just to see what the hype is all about in Marketing Automation, I decided to trial a solution…

Buyers have always been in control
Friday, 12 Nov, 2010
Buyers have always been in control

I have a couple of annoyances. There are phrases popping up that sound kinda cool, but are absolutely meaningless. Or should I say, they don’t mean what they are meant to mean.
One of my annoyances is about the buying decision journey. If I read the words ‘each stage of the buyer life-cycle’ one more time […]

Are leads ‘falling out the bottom?’
Friday, 5 Nov, 2010
Are leads ‘falling out the bottom?’

I’ve been reading articles on marketing automation/sales enablement that discuss leads ‘falling out the bottom’ of the funnel. What, exactly, does this mean, and how is this different from what has happened in sales for the past, oh – I don’t know – the past forever? And what’s the difference between leads  not closing after 4 […]