Home » Archive by Tags

Articles tagged with: solution

Are leads ‘falling out the bottom?’
Friday, 5 Nov, 2010
Are leads ‘falling out the bottom?’

I’ve been reading articles on marketing automation/sales enablement that discuss leads ‘falling out the bottom’ of the funnel. What, exactly, does this mean, and how is this different from what has happened in sales for the past, oh – I don’t know – the past forever? And what’s the difference between leads  not closing after 4 […]

Digital Sales Activity: finding buyers too late in their journey
Monday, 11 Oct, 2010
Digital Sales Activity: finding buyers too late in their journey

Digital sales approaches are faulty: they drip content with no clear…

Why are sales tied to solutions? How is that working for you?
Friday, 16 Jul, 2010
Why are sales tied to solutions? How is that working for you?

The buying decision journey involves more than finding a solution: buyers have private stuff they must complete and decide on with colleagues before they get the buy-in to make a purchase. We’ve sat and waited while they’ve done this.
That has been the downfall in the sales model. Until now, and as a result of our inability to have influence over […]

Do you pitch content? Why?
Thursday, 20 May, 2010
Do you pitch content? Why?

Years ago I did consulting for KPMG. The group I trained sold an 8 figure solution that originally took 3 years to close (we brought it down to 4 months). One of the first things they did was to get an appointment with one of the managers (an entry point, not a real decision maker) […]

Two Types of Decisions: Buy-IN, and BuyING
Monday, 19 Apr, 2010
Two Types of Decisions: Buy-IN, and BuyING

Recently someone told me that Buying Facilitation™ is an old concept, that its been written about in books since sales books have been written, and that he’s been helping buyer’s buy for decades. Of course he has, except that he, like the entire sales field, has a paltry success rate – certainly under 10%. Why? If […]

Turning a ‘No’ into a ‘Yes’
Monday, 7 Dec, 2009
Turning a ‘No’ into a ‘Yes’

I recently experienced a very clear example of Buying Facilitation(R), when i used it to turn a failed buying situation into a purchase.
I tell a shortened version of this story in my new book “Dirty Little Secrets;” it bears repeating during this economic confusion when buyers are having difficulty getting to ‘yes’.
I was at a […]