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Articles tagged with: sales

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 […]

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 […]

Trying to make a difference in a field that enjoys failure
Tuesday, 19 Apr, 2011
Trying to make a difference in a field that enjoys failure

Years ago, when the marketing automation field began publicizing that it would ‘follow the buy cycle’ and ‘place data exactly where it should be placed in the buyer’s decision path’, I knew that would be impossible, using the sales model. As a solution placement device, sales merely manages the last 10% of the buyer’s journey […]

How do systems determine buying decisions?
Friday, 8 Apr, 2011
How do systems determine buying decisions?

Because sales operates in needs assessment/solution placement terms, and not on the buying decision paths, we don’t consider that there is an actual system to how buyers buy. But there is. And it’s scalable.
BUYING DECISIONS ARE BASED ON SYSTEMS AND CHANGE MANAGEMENT
We live in systems (My book Dirty Little Secrets: why buyers can’t buy and sellers can’t sell […]

Guest Post: You know what your problem is?
Thursday, 7 Apr, 2011
Guest Post: You know what your problem is?

This post was written by Eric Luhrs, author of BeDoSell and known for his model of GuruSelling. His contact details are at the end of this wonderful article.
You think you know what your problem is. But you don’t know what it is. And that is a problem!
Whenever I work with sales teams I will ask […]