Home » Archive by Tags

Articles tagged with: buying facilitation

First Contact: What to Do, Why, and How to Get Better Results
Friday, 4 Nov, 2011
First Contact: What to Do, Why, and How to Get Better Results

Depending on the selling approach you’re using, you are closing between .6% – 7% , regardless of size of solution or industry.
These numbers are far lower than they need to be: so long as your primary focus is on making a sale and you focus on needs assessment and solution choice (factors which are the buyer’s final considerations), and ignore the […]

What is a seller’s priority?
Friday, 16 Sep, 2011
What is a seller’s priority?

As a seller, what’s your job?  Are you working to close a sale? Feed your family? Continue living in the style you’re accustomed to? Be the best? Make a name for yourself? Keep your job? Meet your quota? Your ego?
What would need to be true if your priority were to truly serve a customer? Would […]

Why Your Prospects Aren’t Buying: the problem sales can’t solve
Thursday, 25 Aug, 2011
Why Your Prospects Aren’t Buying: the problem sales can’t solve

You’ve done your homework. You’ve found the right buyers – prospects with needs you can fulfill …

“My job is to start a conversation”
Friday, 29 Jul, 2011
“My job is to start a conversation”

I  recently contacted a man who runs a marketing automation company, thinking there might be areas of potential partnership. And while he agreed with my ideas about helping manage the buying decision journey, his baseline business beliefs were well out of the range of mine. In fact, it was fascinating to see how the concept “helping buyers buy” – my […]

Compensating our sales folks
Thursday, 14 Jul, 2011
Compensating our sales folks

A recent client is an international B2B company with a very non-optimal – but not unusual – way of compensating their sales folks.
They split the sales team into an Inside Sales group that makes appointments, and Corporate and Field Sales teams to close them. The structure, as well as the compensation, promotes failure: Inside Sales is paid per appointment (with a tendency to […]

A technology case study: implementing what the customer wants
Friday, 24 Jun, 2011
A technology case study: implementing what the customer wants

In order for any change to occur – whether it’s a decision to purchase a product, or an implementation to add new technology – whatever touches the ultimate solution must buy-in to the change.
Often our focus is on getting the end-result we think we want. We forget that without buy-in from the necessary  people and policies that maintain the status quo, we face the […]