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Articles tagged with: prospects

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 …

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 […]

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 […]

Proposal Management: the missing qualification piece
Monday, 25 Apr, 2011
Proposal Management: the missing qualification piece

I recently spoke at my partner Qvidian’s Connect11 User Conference for proposal management folks. As part of my talk, I did homework to understand the issues the field faced so I could help them be more successful. In my research I discovered:
1.proposal managers are responding to literally hundreds of unqualified RFPs annually with no capability of […]

Total Sales Performance: Buying Facilitation® plus Sales
Friday, 11 Mar, 2011
Total Sales Performance: Buying Facilitation® plus Sales

We understand sales. We know how to assess need, brand/pitch/present solutions, and design sites to bring in, and follow, eyeballs. We use technology to help us sell. Now it’s time to have total sales performance – putting together all methodologies to help us find prospects and sell our solutions.
At the moment, you’ve got a lot […]

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 […]