You Can’t Sell if You Don’t Know How They Buy
It is one of the most fundamental and important propositions in complex sales – you can’t sell if you don’t […]
Buying Process, Decision Process, Sales Skills, Sales Strategy, Skill Guide Articles
Buying Process
Buying Process, Decision Process, Sales Skills, Sales Strategy, Skill Guide Articles, Winning Against Competitors
To Win a Sale You Have to Be Considered!
In general, customers only seriously consider a handful of products before deciding which one to buy. This group of products
Buying Process, Decision Process, Sales Skills, Sales Strategy, Skill Guide Articles
The B2B Elements of Value From Bain & Company
What matters most to B2B buyers? The consulting firm Bain & Company analyzed scores of quantitative and qualitative customer studies.
Buying Process, Decision Process, Sales Skills, Sales Strategy, Skill Guide Articles
Tailoring Sales to Buyer Preferences
There is no one way buyers prefer to interact with salespeople. Many factors influence their view of the ideal experience
Buying Process, Decision Process, Sales Skills, Sales Strategy, Skill Guide Articles
Six Key Questions for Understanding a Sales Decision Network
In complex sales, you’re not selling to an individual, you’re selling to multiple people – a network. In any significant
Building Relationships, Buying Process, Sales Skills, Sales Strategy, Skill Guide Articles
Seven Tips to Cultivating Trust
While developing trust has always been important for sales success, today developing trust has taken on a new urgency due
Buying Process, Decision Process, Sales Skills, Sales Strategy, Skill Guide Articles
Shape the Customer’s Decision Journey – Create a Unique Competitive Advantage
According to McKinsey & Co’s David Edelman and Marc Singer, “the traditional ‘funnel’ model–in which consumers began with a set
Buying Process, Sales Process, Sales Skills, Sales Strategy, Skill Guide Articles
Sales Process – It Must Mirror Your Customer’s Buying Process
In the last ten years, a substantial amount of time, effort and money has been devoted to discussing the sales
Buying Process, Creating Value, Making the Business Case, Sales Skills, Sales Strategy, Selling Value, Skill Guide Articles
Reducing Risk is as Important as Selling Value
Complex sales occur in a dynamic business environment with multiple players, long buying processes and complex solutions. In this market,
Buying Process, Sales Skills, Sales Strategy, Skill Guide Articles, Winning Against Competitors
Redefine the Competitive Landscape – Win the Day
Pick up any business magazine – or for that matter any self-help magazine – and more often than not you’ll