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Buying Facilitation®

What, exactly, is a Relationship Manager?
Monday, 20 Jan, 2014
What, exactly, is a Relationship Manager?

There are almost as many definitions of Relationship Manager as there are for ‘social media’

Qualifying Leads: why lead scoring is inadequate
Monday, 20 Jan, 2014
Qualifying Leads: why lead scoring is inadequate

Here are some numbers I’ve recently read: through marketing automation we are closing between 2-8% of leads (as per Jeff Lenskold), 70% of leads buy something (as per Steve Gershik) but not necessarily during the time we are scoring and nurturing them, and 90% of leads ‘fall out the bottom‘.
Here is what these fascinating numbers tell me: 1. we are […]

Closing Leads: the challenge of marketing automation
Friday, 17 Jan, 2014
Closing Leads: the challenge of marketing automation

Marketing automation works. By saying the right thing, and offering the right content, touching the right demographic in the right market, we can bring in more leads than we ever dreamed possible.
But are they leads? Or are they just names?
How do you know the difference between what name is worth spending time one and one […]

BEST OF 2013: Leadership, Change, Listening, Buying Decisions
Monday, 30 Dec, 2013
BEST OF 2013: Leadership, Change, Listening, Buying Decisions

An interesting year. Sales technology…

Buying Patterns, Buy Cycle, Buying Decisions
Wednesday, 16 Oct, 2013
Buying Patterns, Buy Cycle, Buying Decisions

As sales professionals, I’m sure you recognize that the sales model is merely a solution placement model: it ignores the behind-the-scenes human issues that buyers must address and decide on prior to buying, leaving sales people outside the meat of the decisions during the largest portion of the buying decision path.

9 Steps that Influence a Buying Decision
Saturday, 10 Aug, 2013
9  Steps that Influence a Buying Decision

The steps of a buying decision differ from the steps of a sale.