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
Decision Process
Decision Process, Developing a Winning Sales Strategy, Sales Strategy, Sales Strategy Fundamentals, Winning Against Competitors
Winning Starts With Thinking Strategically
In complex sales, “one size does not fit all” is a cornerstone proposition. There are no generic customers; hence, there
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
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, Decision Process, Developing a Winning Sales Strategy, Sales Skills, Sales Strategy, Skill Guide Articles
Network – A Critical Skill for Winning Deals
Networking is simply getting the right message to the right person at the right time. Fundamentally, networking is about knowing
Asking Questions, Buying Process, Decision Process, Sales Skills, Sales Strategy, Skill Guide Articles
Ignore the Buyer … a Costly Sales Mistake!
Becky Quick, an anchor on CNBC, recently related a personal story in Fortune that not only rings true, but reminds
Buying Process, Decision Process, Developing a Winning Sales Strategy, Sales Skills, Sales Strategy, Skill Guide Articles
Five Tips for Networking in Complex Sales
Everyone knows it – some because of a leap of faith and some because of experience – a centerpiece for