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Sales

Pipeline management: is your forecasting accurate?
Wednesday, 20 Apr, 2011
Pipeline management: is your forecasting accurate?

What does your pipeline consist of? How long have the ‘opportunities’ been in the pipeline? How accurate is your/your team’s forecasting? Why isn’t it better – are your sales folks putting in bad leads? Are your sales folks able to enter the buying decision path and influence the Buying Decision Team in a way that […]

Trying to make a difference in a field that enjoys failure
Tuesday, 19 Apr, 2011
Trying to make a difference in a field that enjoys failure

Years ago, when the marketing automation field began publicizing that it would ‘follow the buy cycle’ and ‘place data exactly where it should be placed in the buyer’s decision path’, I knew that would be impossible, using the sales model. As a solution placement device, sales merely manages the last 10% of the buyer’s journey […]

The Consultant as Whistleblower
Friday, 15 Apr, 2011
The Consultant as Whistleblower

A fast-moving marketing automation company recently hired me to train Buying Faciliation®. They were both thrilling and unnerving to work with: constant change and disruption, people changing jobs and decisions, different initiatives happening all at once, etc. left everyone breathless – with many incomplete, unmanageable, and unexamined issues left behind. Not to mention an atmosphere that was ruled by the loudest people […]

How do systems determine buying decisions?
Friday, 8 Apr, 2011
How do systems determine buying decisions?

Because sales operates in needs assessment/solution placement terms, and not on the buying decision paths, we don’t consider that there is an actual system to how buyers buy. But there is. And it’s scalable.
BUYING DECISIONS ARE BASED ON SYSTEMS AND CHANGE MANAGEMENT
We live in systems (My book Dirty Little Secrets: why buyers can’t buy and sellers can’t sell […]

Buyer Readiness: teach the buyer to qualify themselves
Friday, 25 Mar, 2011
Buyer Readiness: teach the buyer to qualify themselves

Do you know when a buyer is ready to buy? Do you know what they must do to get ready? Do you know who else needs to be involved for them to be ready? Do you know the risks they face when considering bringing in a new solution – and how they will mitigate the […]

Why do we get pushback – and can it be avoided?
Friday, 18 Mar, 2011
Why do we get pushback – and can it be avoided?

People in our organizations don’t object to change because they don’t like those of us who introduce it, or the solutions we propose, 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 made the necessary systemic shifts to adopt […]