Sales Activities
What’s a Full Pipeline/Funnel?
I participated in a fascinating discussion about Disqualification. It was on LinkedIn, led by Steve Hall. Click on the link to look at the comments, it’s pretty interesting. But a part of the discussion was really intriguing…
Sales Training and the “Forgetting Curve”
Every year, billions are spent in sales training. Yet all the data shows over 80% of what is taught is forgotten within 90 days. As a result, what really is happening is that every year…
Start/Stop/Pivot/Restart Sales Strategies
Sales, as with most things, is something that demands regularity in execution. By that, I mean, there are many things a sales person or manager has to do to perform. Some of the obvious: Prospecting,…
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 outcomes may be all over the place—solve a problem, address…
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 told my wife, “I really don’t like what I have to…
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 therapy to make me less pushy. But, to be honest, I…
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 journey is he dragging us on?” Some might glibly say, “Well…
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 … wasted activity. Too often, we focus on the wrong things…
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…
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 process. That customers don’t go through an orderly process of: 1….
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