Tag Archives: buying process

Sales Enablement – don’t put the cart before the horse!

A starting point for getting sales enablement right is developing an early warning system about what is going on in the buying environment and your sales team is perhaps the best strategic resource for providing that insight. Continue reading

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Shape the customer’s decision journey – create a unique competitive advantage

Effectively navigating customer journeys requires the journeys to be treated like products that need to be actively managed, measured, and nurtured. The goal is to help the customer improve the effectiveness and efficiency of how they buy in a way that also improves your competitive position. Continue reading

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Getting sales process right

2 pitfalls to avoid when instituting a sales process Continue reading

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An age of disruption – salespeople need to change now and change fast

Buyers are changing how they buy – so salespeople need to change how they sell. As a foundational point, it is important emphasize that it is not just the sales team that needs to adjust and adapt. In B2B markets success is achieved when everyone comes to the party. So if the sales team needs to change so do all the other players such as marketing and technical support. Continue reading

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Who to sell to is changing – what are you doing about that?

When who is buying changes so does what they buy, how they buy and what they are willing to pay for it. When buyers change how they buy – sellers need to change how they sell. Some will and some won’t – and some will win and some will lose. Continue reading

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Sales reps – to win a sale, you first have to be considered!

Sales reps cannot win a sale if they don’t understand the buying process, don’t make the initial cut-off and once there – don’t understand the trade-offs customers will make and the rationale for those trade-offs. Continue reading

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Customers no longer only learn about you from your sales reps

Corporate buyers are also increasingly seeking information and insights from online sources. This means that salespeople must handle the sales process differently. Continue reading

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6 key questions for understanding a sales decision network

In any significant B2B purchase many people are involved in the decision process. A few are key decision-makers. Others are influencers who may not make the decision but can influence those who do. An influencer may be a potential user of the solution or a key advisor to the decision-maker. Salespeople must know who is playing which role, the relationship between the players, and what they think about you and your competition. This blog introduces 6 key questions salespeople should be able to answer. Continue reading

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You can’t sell if you don’t know how they buy

It is one of the most fundamental and important propositions in major account selling – you can’t sell if you don’t know how people buy. new insight about how customers buy. In a recent article the folks at McKinsey asked a fundamental question – Is the buying cycle linear? Their short answer was – no. According to a McKinsey & Co study, the traditional linear sales process – customers take in information; narrow down their choices; kick the tires, and submit the purchase order – is not really how customers buy. Rather, they talk about the Customer Decision Journey that is anything but linear. Continue reading

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