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Articles tagged with: buying facilitation

What are we paying our sales folks to do?
Wednesday, 22 Jun, 2011
What are we paying our sales folks to do?

What criteria do you use to compensate your sales…

Sellers can’t control the buyer’s decision journey
Friday, 3 Jun, 2011
Sellers can’t control the buyer’s decision journey

Sales folks like having control. You ‘understand the need’, ‘manage the relationship‘, ‘follow the digital footprint’, send the ‘right’ data at the ‘right’ time.
But what, exactly, can you be in control of? You are in control of the details about your solution, and how it’s used in a particular setting, and the data you seek from prospects. You certainly have […]

Provocation-based selling:proving pain does not close a sale
Monday, 30 May, 2011
Provocation-based selling:proving pain does not close a sale

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 […]

Are Salespeople Going the Way of Telemarketers?
Friday, 20 May, 2011
Are Salespeople Going the Way of Telemarketers?

Selling Power predicts that by 2020 the number of salespeople will drop from 18M to 3M mostly due to online interactions and other sales support functions taking their place.
In the early 90s I wrote a column for TeleProfessional Magazine. My book Sales on the Line was doing well, and I was the voice of reason […]

I’m a Diva
Tuesday, 17 May, 2011
I’m a Diva

I’m a Diva. With my super-short hair, my unique style, my ginormous eyes, and my obvious attitude, it’s easy to spot. That, and

the number of paparazzi that continually follow my every move as I slave at my computer all day;
the millions in my bank account – although obviously, someone at the bank has a digit or two wrong, because […]

Contact sheets: are they gathering the right data?
Friday, 6 May, 2011
Contact sheets: are they gathering the right data?

Are your contact sheets giving you the sort of data that helps you discover – and close – the right leads? Are you depending on the data from your contact sheet/lead scoring to find your prospects?
I recently asked 15 colleagues to define what a good contact sheet should reveal. I got 15 different answers. So […]