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7 Questions Sales Leaders Should Ask About the Buying Process to Win More Deals

The purpose of a sales process is to win more deals in less time. Traditional sales processes based on needs development and solution positioning will cause the majority of your reps to miss the number. We know that the buyer...

3 Steps to Understand How Executives Make Purchase Decisions

Well-trained sales reps identify buyer’s needs by asking a series of scripted questions. This exercise can uncover useful information for the rep, but it provides little value to the customer. For many buyers, the ‘discovery’ sales call is the second,...

How Your Executive Buyers Make Purchase Decisions

Today’s topic is understanding how executives make purchase decisions. Failure to understand, exactly, how the executive decision makers inside your target accounts buy will result in poor win rates, long sales cycles, and you missing your number. It’s difficult to...

Did Your Decision to Outsource Content Marketing Work?

This past year, I’ve discussed content marketing with top marketers. Today’s post focuses on 2 marketing leaders in the SaaS industry. Each took on a different strategy when it came to producing content. Both at one point had to make...

A B2C Buying Trend That Will Impact B2B

The trend began with Amazon’s AWS cloud computing services where Amazon is now dominating. Now AmazonSupply.com is focused on threatening traditional B2B distribution channels. Think it’s impossible for Amazon to make a robust B2B play? The skeptics once said it was...

When Did You Last Map the Buying Process of Your Customers?

If so, this can impact the success of how and where you allocate resources: How do we generate more leads? How do we acquire more customers? How do we message to our customers? How do we improve our brand? A tool to focus your limited...

Staff Implications of the New SiriusDecisions Demand Waterfall

People buy from people. Too many lead generation teams think that automated nurturing of leads can be taken all the way through to a one-touch phone qualification. Three cheers for SiriusDecisions who got it right with the announcement last week of...

Who is Responsible for Mapping the Buying Process? A Sales Consulting Firm’s POV

Here is what we have learned: Sales should not be burdened with the task of mapping the buying process for their product or service. Product Management should deliver to sales a buying process map for the product or service. Why? 4 Reasons Why Product...

3 Steps to Understanding Buying Behavior

Well-trained sales reps identify buyer’s needs by asking a series of scripted questions. This exercise can uncover useful information for the rep, but it provides little value to the customer. For many buyers, the ‘discovery’ sales call is the second,...

Lead Generation: Lead Development Reps – Top 2012 Strategic Decision

For organizations involved with a complex sale, this direction is crucial to future competitive viability. World class B2B companies are responding to the needs of the evolving buying process by building teams of Lead Development Representatives, also called LDR’s, to...
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