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Buying Facilitation®

Getting beyond “We’re fine, thanks”
Friday, 3 Dec, 2010
Getting beyond “We’re fine, thanks”

When you call a prospect and hear “We’re fine, thanks,” are they really fine? And how do you know?
Here are the possibilities:
1. they are not fine, but don’t know you and don’t want to speak with you but may be speaking with other vendors to seek change;
2. they are fine;

The Indignity of Selling
Tuesday, 30 Nov, 2010
The Indignity of Selling

For the past 20 years, I have closed my sales easily in one of two ways. 1. clients have purchased my services by calling me once, giving me a date, and giving me an address to send the contract. No price discussion, no others to meet, no meetings. They had read my books, had control over their budget, and called.
2.  When […]

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…