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Articles tagged with: buying decision

Managing the pushback we create
Monday, 1 Nov, 2010
Managing the pushback we create

We don’t get objections because buyers don’t like us or our solutions. 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 are ready.
When we notice a problem we’ve got a solution for, and go barreling forth […]

Buying Decision Enablement: put the human side of decision making into the work flow
Monday, 16 Aug, 2010
Buying Decision Enablement: put the human side of decision making into the work flow

Sales enablement is the new new thing: technology is taking over a lot of the solution discovery and data-sharing parts of a seller’s job. Obviously, that leaves sellers either playing catch up – knowing only a portion of the data that buyers show up knowing – or being caught flatfooted to competitors with a bigger web footprint.
Indeed, too often now, buyers end […]

A buying decision is based on more than need.
Friday, 12 Mar, 2010
A buying decision is based on more than need.

Because the ultimate goal of sales is product placement, technology, presentations, pitches, and information gathering are based on discovering prospects with appropriate needs to fit the solution.
That means your questions are biased, the answers are biased, and the data you get is such a small subset of the necessary data that precludes buying decisions that […]

The Basis of Sales Has Remained Stagnant
Monday, 15 Feb, 2010
The Basis of Sales Has Remained Stagnant

Did I get your attention? Good. Because I’m serious.
Most of you would laugh, tell me I’m wrong, that the sales model has been shifting and that the Internet has ‘changed everything.’  But what, exactly, has it changed?
I believe that basically, sales has not changed since the beginning. Sure, the bells and whistles have changed: it’s far, […]

Great Leads, No Business: the problem with marketing automation
Thursday, 21 Jan, 2010
Great Leads, No Business: the problem with marketing automation

Marketing automation people are techies who just love the idea of extracting data withwizzy technology. But they are not sales people. As a result, there are some ‘features and functions‘  missing. Like, how to close sales.
The glaring issue is the concentration on the top of the funnel vs. the bottom of the funnel. The sales industry has […]

Why can’t a buyer make quicker buying decisions?
Monday, 23 Nov, 2009
Why can’t a buyer make quicker buying decisions?

Think about the last purchase you made. What criteria did you use to make the purchase? Choose the product and/or vendor? Choose the time of purchase?
I just bought my first Mac. I thought about buying one for years before I actually bought it. Lots of reasons, and they all made sense at the time. 1. I love […]