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Articles tagged with: selling

Guest Post: Stop Selling and Start Helping People Buy at Eloqua
Monday, 22 Nov, 2010
Guest Post: Stop Selling and Start Helping People Buy at Eloqua

Marketing automation has amazing potential as a way to close more sales, make the selling process more efficient, and help buyers get the content they need. The field is working hard at discovering all aspects of the buying process and how to influence it.

You have a buying process problem, not a selling problem
Monday, 30 Aug, 2010
You have a buying process problem, not a selling problem

You know your solution. You understand your buyer’s need. You know how to sell. You understand the competition. You know how to price your solution, how to pitch it, how to run a presentation, how to follow up. You know the pitfalls, the follow-up procedures. Why aren’t you selling more then? Why aren’t prospects closing […]

Mastering the World of Selling
Thursday, 26 Aug, 2010
Mastering the World of Selling

Do you want to have every sales expert’s best thinking right at your finger tips?
How do you decide whose advice to take when you have a sales problem? Do you go to the old tried-and-true masters? The new thinkers?
Do you want to know how technology is making a difference? Or just how to decrease the […]

The Decisions Before Selling
Thursday, 3 Jun, 2010
The Decisions Before Selling

I recently ran a contest asking folks to define terms. The definitions that came back, even from folks who read my latest book, were all based on the decisions buyers might make in relation to fixing a problem. In other words, they were still focusing on placing a solution, rather than helping manage the internal […]

What are you trying to sell?
Thursday, 8 Apr, 2010
What are you trying to sell?

I hope you laughed at this cartoon. Indeed, the cartoon is all-too-accurate: what are we trying to sell our prospects?
We are so busy trying to get them to agree with us and close a sale, that we sometimes don’t know what we are selling.
Are we selling them a solution so they will solve a problem? […]

The Job of Sales: creating excellence
Thursday, 17 Dec, 2009
The Job of Sales: creating excellence

What is the job of a sales person? Some think it’s about providing solutions. Certainly, serving customers is part of it. I’d like to offer a different definition. I believe the job of a seller is to help a buyer be Excellent.
Until now, we’ve thought that we could help buyers achieve Excellence through a product […]