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Helping Buyers Decide

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 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 […]

Sales questions are hot now
Friday, 22 Oct, 2010
Sales questions are hot now

A colleague recently told me that ‘sales questions are hot now.’ But I don’t know what that means:

what is a ‘sales question’?
what makes them ‘hotter now’ than before?
what is their intent?

I’m going to go out on a limb here and make a guess that a ‘hot sales question’ is defined as the ‘right’ question to […]

Stuck in the buying cycle
Friday, 24 Sep, 2010
Stuck in the buying cycle

Is your customer stuck in the buying cycle?
I just read a blog that asked that question. What, exactly, does this mean?
I’m going to say something you’re not going to like: your customer is not stuck in the buying cycle. They are stuck trying to herd cats. And you are stuck trying to get them to […]

Buyers want a shorter buying decision cycle
Monday, 20 Sep, 2010
Buyers want a shorter buying decision cycle

Why do you think buyers take so long to decide? Do you really think they want to take that long?
Think of a decision you had to make with one of your teammates, or a family member.
What was the difference between what you wanted to happen, and the others wanted to have happen?
Where did you all […]

Who is the decision maker? No—really!
Friday, 17 Sep, 2010
Who is the decision maker? No—really!

When the gatekeeper doesn’t let you through, who is the decision maker? When your Identified Client gets flack from a colleague for wanting to use you as their vendor, who is the decision maker? When the old vendor shows up with a solution similar to yours, who is the decision maker?