Your solution is the last thing a buyer needs. Literally.
The sales model is a solution placement model. It does a fine job assessing
needs, pitching, presenting, and placing solutions. Yet we close no more than
7% of prospects from first call, spend huge amounts of money creating
presentations, sites, and marketing materials bring that in a fraction of the
business they were designed to, spend inordinate amounts of resource
responding to RFPs that fail, and attempting to make appointments with
prospects who either reject us or don’t buy. We waste at least 90% of a
sales professional’s time. As a result we hire more people and set our
We have great solutions. Our sales folks are professionals. What’s the
The problem is that buyers don’t buy the way we sell. In fact, a purchase
is the last step buyers take along their buy path, and we s... (more)
Sales has been around since the Serpent convinced Eve to eat the apple. And,
unfortunately, the goals have remained pretty much the same ever since.
The sales model was designed for a different time in history, when there were
fewer decision makers and products could be easily described in a magazine
ad. With the advent of the web, global business practices, and the ability to
communicate ideas across distances, there has been a sea change in not only
what we can create and deliver, but also in the process buyers must go
through prior to being able to make a purchase. The sales mo... (more)
When you prepare to meet a prospect, how do you know who or what your
competition is? How do you know how to position yourself strategically
against them? Do you ‘wing it?’ Do you do research? Where do you get your
research from? How do you know your research is adequate or accurate?
I’ve got the answers for you. eCompetitors is this amazing site that has me
gobsmacked (did i spell that right?). It does all of the research you could
ever wish for, on 11,445 global industries and companies at the
line-of-business level. That means that it checks out everything – e v e r
y t h i ... (more)
Highly proactive. Cloud based. Lead insight data. Convert to qualified lead.
Actionable intelligence. Up-sell opportunities. Holistic overview of each
Leadformix is a wonderful tool to add to the sales technology process. They
provide ’superior lead intelligence’ using their unique platform. Cool,
right? Great for the new marketing initiative of bringing in good leads to
the sales team.
Here are a few things that Leadformix can do:
assess the intent of the website visitor provides a company level view which
reveals where the company is in their solution pur... (more)
Three years ago, I attending the World Future Society annual conference. I
attended a workshop run by a handsome, smart, fast-talking Brit and his
equally smart partner. They introduced me to a world of thinking so far
outside the technology box that my world became brighter. In fact, my world
became a paint box. Among other things, they showed us how to color our
internet worlds and our logos with color-based technology paint brushes. What
that session did for me was to make me realize that anything at all was
possible. If I could think it, it was possible.
Lucky for me, Derek ... (more)