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Buying Facilitation®

Managing the pushback we create
Monday, 1 Nov, 2010
Managing the pushback we create

We don’t get objections because buyers don’t like us or our solutions. Or because they don’t trust us. They object – push back – because they are protecting themselves from the fallout that would happen if something new entered their environment before they are ready.
When we notice a problem we’ve got a solution for, and go barreling forth […]

The Buying Process Starts Much Earlier Than You Think
Monday, 25 Oct, 2010
The Buying Process Starts Much Earlier Than You Think

I’ve been frustrated of late, as I witness the field of digital selling – marketing automation, telesales, and lead gen – talk about following the buying process.
Indeed, they are only following the last 10% of the buying process. Look at this illustration:

Before buyers get online, or know fully what they need, or are ready to choose a […]

What is a quality lead – and does it matter?
Monday, 18 Oct, 2010
What is a quality lead – and does it matter?

Everyone defines ‘quality lead’ differently.
Some use ‘lead scoring’ to follow different ‘touch points’ – determined by industry standard or corporate dictate – defined as having a ‘buying’ value that is supposed to project a close.
Some use the telesales function to ‘qualify’ and pass on to sales what has been somehow deemed ‘promising’.
Is  a ‘quality lead’ expected to lead to  a closed sale? A meeting? A ‘hot’ opportunity regardless of […]

But the emperor does NOT have clothes on!
Tuesday, 12 Oct, 2010
But the emperor does NOT have clothes on!

I have been writing posts about why and how the new digital marketing initiatives are missing the boat and doing badly in digital what we do badly in sales – merely address the solution placement rather than all aspects of the buying decision journey. As Einstein once said, you can’t solve a problem by seeking […]

Digital Sales Activity: finding buyers too late in their journey
Monday, 11 Oct, 2010
Digital Sales Activity: finding buyers too late in their journey

Digital sales approaches are faulty: they drip content with no clear…

Content Marketing: is it helping you buy me?
Monday, 4 Oct, 2010
Content Marketing: is it helping you buy me?

‘Turn prospects into buyers with content marketing.’ ‘Create opt-in permission to deliver content through email using the…