People are getting confused about the terms buying decision journey, buying path,..

The steps of a buying decision differ from the steps of a sale. The sales model has no way to influence the private decisions and buy-in issues that buyers must address before they can buy.

You get paid based on closed sales. Fortunately, you don’t get paid on the % of sales you don’t close.
But actually, that is exactly what happens: you are missing income on the sales you aren’t closing. But if you based your efforts on the buyer’s decision paths rather than your solution, you can be closing a helluva lot more sales.
THE COST OF […]

What criteria do you use to compensate your sales…

A friend sent me the Harvard Business Review article written by my hero Geoffrey Moore and two of his colleagues – Todd Hewlin and Philip Lay – titled “In a Downturn, Provoke Your Customers.”
REALLY? BUYERS BUY BECAUSE THEY ARE IN PAIN? REALLY?
I found the article ruefully humorous. Here are some of the smartest business minds in […]

When I recently heard that a prospect was re-organizing and moving the sales folks into geographic verticals, I was baffled. Across the board, through decades, using any sales model, selling any solution, the sales model closes 7%, plus or minus 2%. Regardless of where the sellers sat.
From what I gather, the thinking behind this is to ‘be nearer […]