Posts Tagged ‘Sales’
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. He looked at me with an amused/quizzical look. “We don’t think in terms of a buying journey. We just have something we need to get done, part of it involves buying…”…
Read MoreMoving 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 process. That customers don’t go through an orderly process of: 1. Define problem, 2. Identify priorities, requirements, 3. Assess solutions, 4. Select solution, 5. Implement. It seems we are suddenly recognizing…
Read MoreThe 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 using the 3 S system. Known as The Objection Crusher, Tim gave some awesome tips on how to crush objections before they happen! Crushing objections takes preparation, planning and promotion. By…
Read MoreThe 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, distraction, and complexity. It’s impossible to avoid feeling overwhelmed, unbalanced, and distracted. Getting things done, getting the support and resources to move forward is increasingly difficult. They must coordinate efforts across more…
Read MoreInfluencing the Next Generation of B2B Buyers
Millennials might still seem like children to some. However, they are taking the labor market by storm. In fact, in just three years, Millennials will make up over 35% of the workforce. So, you need to shatter the image of them being the awkward kids just entering their adulthood. Sorry, but Millennials are coming and…
Read MoreWho is Your Customer?
One of the single most important concepts in marketing and sales is the “Ideal Customer.” Yet it’s an area too few focus on. When I pose the question, “Who’s your ideal customer,” it’s usually met with an eye roll and sigh. It’s usually answered with: “It’s the organizations that buy our products…..” “It’s the enterprise….”…
Read MoreWhat Did the Customer Learn as a Result of Our Meeting?
Usually, after a sales call, we ask ourselves, “Did I accomplish my objectives?” (That is if you assess yourself after the sales call.) It’s a critical question, we need to be purposeful and focused in each of our meetings with the customer. At the same time, it’s self-centered—we sales people tend to be very self-centered…
Read MoreWhy Buy IT? Why Buy MINE? Why Buy NOW?
What a powerful set of three questions. These are so succinct, so well defined, so precise that everyone in sales and everyone involved in marketing must be able to answer these three questions without pause, and convincingly. Turning these into statements instead of questions provides a framework for the sales presentation from the highest levels…
Read MoreCold Calling Techniques That Really Work
My father was a great businessman, entrepreneur, successful CEO and avid reader. I’ve been fortunate enough to inherit his books, and I came across this older one recently: Cold Calling Techniques (That Really Work!) Have you ever cold called or do you now? Cold calling can be exhausting and frustrating. “I wanted to introduce you to my…
Read MoreConversation Qualified Leads: Using Drift to Engage Prospects
Marketers feel that sales don’t care enough about existing content and simply let it go unused. Sales teams say that marketers aren’t doing enough to deliver quality leads that show signs of purchase intent. The rift between sales and marketing dates back to the earliest days of online marketing (probably earlier). It’s a vicious circle that business…
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