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Where does the buy-cycle start?
The buy-cycle begins with one person with an idea – a recognition that things could be better. Whether from a discussion with a salesperson, idea from an article, or just the exasperation of an...
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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...
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Wait until the Buying Decision Team is in place to visit or pitch
If you attempt to get meetings just to ‘get in front of’ a prospect (assuming that your solution will rule the day); if you present to whichever prospects will agree to see you; if you pitch when the...
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First Contact: What to Do, Why, and How to Get Better Results
Depending on the selling approach you’re using, you are closing between .6% – 7% , regardless of size of solution or industry. These numbers are far lower than they need to be: so long as your primary...
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Cold Calling Works – and it’s fun!
I’m here to tell you that cold calling can be one of the most effective ways to meet new prospects and close sales. And it’s a whole lotta fun. I know, I know. Most sellers eschew cold calling,...
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Help Buyers Choose the Buying Decision Team: a case study
Would you buy a house without discussing it with your wife or family? Would you even know all of the buying criteria without their input? Would you bring in a leadership training without getting the...
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We can never understand a buyer’s buying environment
Sales people get confused when I suggest they can’t ’understand’ the buyer’s needs if they approach a sale with this outcome. Without everyone on board who will lend their voice to a possible solution,...
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The 5 selling mistakes that lose business
1. Starting the sales process by attempting to get an appointment. I know that Dale Carnegie told you to meet face-to-face. But what else are you doing that was initiated in 1937? Oh. That’s right. The...
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The Buyer’s Decision Path: why it’s important to sellers
You get paid based on closed sales. Fortunately, you don’t get paid on the % of sales you don’t close. But actually, that is exactly what happens: you are missing income on the sales you aren’t...
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Facilitating the Buyer’s Journey: a definition
In the 23 years I’ve been writing about and teaching Buying Facilitation®, I’ve come up with dozens of terms to explain my intent re ‘the buyer’s journey’ or ‘the buyer’s decision path’. I originally...
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How do you buy? Steps in a buying decision
People are getting confused about the terms buying decision journey, buying path, buy-cycle, helping buyers buy, and buying decisions. Using a case study, let’s look at how a real buying decision...
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9 Sales Steps that Influence a Buying Decision
The steps of a buying decision differ from the steps of a sale. The sales model has no way to influence the private decisions and buy-in issues that buyers must address before they can buy. Buyers live...
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The Heart of Sales
Sales, the most manipulative and greed-filled of our business practices, could easily become a spiritual practice – and bring in far more revenue. But I’m getting ahead of myself. For decades, I have...
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Lead Scoring Misses the Point
Let’s say you are in the sweet spot of lead scoring for potential vendors. Let’s use the conventional sorting categories: you work in a mid-sized corporation of over $50,000 revenue, and you are one of...
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Deliver the Right Content at the Right Stage of the Buy-Path
Recently, I asked 15 marketing automation leaders to define Lead Scoring for me. Every one gave me a different answer! That tells me there is no industry standard, and qualification is totally...
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