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Is sales a ‘relationship-driven business’ ? Really?
Friday, 18 Feb, 2011
Is sales a ‘relationship-driven business’ ? Really?

I recently read a blog post by Andrew Hunt in which he stated: “…sales remains a relationship-driven business, the power of “who you know” is trumped by “what you know about who you know.” ”
Andrew is preaching the gospel of the entire sales industry: this is a common belief in the field, and drives much of […]

Opportunity Management
Friday, 4 Feb, 2011
Opportunity Management

Lately, a lot of new phrases are cropping up. Opportunity Management is one – and frankly, I have no idea what it means.
When I Google it, I get: ‘markets propostions while measuring success’, ‘track opportunities from lead to close,’ ‘meet your clients’ needs’, ‘forecast sales activity and revenue,’ ‘marketing validation,’ ‘market sizing,’ ‘cost of entry,’ […]

Selling for the banking industry
Friday, 28 Jan, 2011
Selling for the banking industry

Banks sell very similar products. Of course each bank has its own special sauce, but overall, the products are similar-enough to lull prospective buyers into believing that it doesn’t matter which bank they buy from, or which solution they choose.
PROBLEMS SELLING A BANKING SOLUTION
Bankers therefore encounter a few problems when selling: if solutions seem the same, how […]

Influencer and a decision maker: what’s the difference?
Friday, 17 Dec, 2010
Influencer and a decision maker: what’s the difference?

When I hear sellers say, “He’s just the influencer, not the decision maker,” I get curious. What’s the difference?
If you consider the tech manager an influencer, but the solution won’t be purchased if s/he says ‘no’, this person is a decision maker.
If you don’t consider the gatekeeper at all, and s/he won’t let you in, […]

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;

Buyers have always been in control
Friday, 12 Nov, 2010
Buyers have always been in control

I have a couple of annoyances. There are phrases popping up that sound kinda cool, but are absolutely meaningless. Or should I say, they don’t mean what they are meant to mean.
One of my annoyances is about the buying decision journey. If I read the words ‘each stage of the buyer life-cycle’ one more time […]