Outcome Based Buying

Regardless how we sell, our customers are trying to achieve one thing when they buy. They are trying to achieve some very specific outcomes. Those...

Sales, You Have to Do the Whole Job, All the Time

We—or rather my wife—had an incident the other day. We have a housekeeper that comes into our house once a week. Recently, our housekeeper...

In Praise of Pushy Sales People

I probably should come out of the closet. I’m a pushy sales person. Perhaps some will recommend a 12 step program or some other...

What is the Purpose of Buying?

I can imagine the raised eyebrows, the questioning expressions, and the thought, “What the hell is he talking about now? What kind of esoteric...

Going Beyond the “What” of Activity Metrics

Activity metrics are receiving lots of attention. Activity metrics can be very useful, at the same time, they can stimulate a lot of, well...

Customers Don’t Care About Their Buying Journey

Recently, I was speaking with an executive whose team was involved in a major purchase decision. I asked him to describe his buying process/journey....

Moving Beyond the “Chaotic Buying Process”

It seems in recent months, the sales and marketing world is suddenly waking up to the fact the buying process/journey is not a linear...

The Objection Crusher: 3 S System

Tim Wilson, the objection crusher, was our guest on the Cash Flow Show: Home Business Radio. He shared his technique for how to overcome objections...

The Challenged Customer

Our customers (and us) live in worlds characterized by information overload, rapidly changing circumstances, increasing demands, rising management expectations, scarcer resources, increasing scale, disruption,...

The “Chaotic” Buying Process

We know the importance of the marketing and sales process. It provides us a structured, disciplined approach to engaging our buyers. In theory, it...

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