Have you ever tried to change behaviors?
Have you asked your sales team do something new that needs to be reinforced
as they learn – and you’re not able to sit with them every hour to make
sure they are doing it right?
Do you know when you’re learning something if you’re getting it right
– or practicing the wrong thing?
As the self-avowed Queen of Change, I can uniquivocably say that there is
nothing like Q to imbed, manage, and supervise change. With a learning
component as well as a coaching component, Q will help your folks (or you –
just in case you need to learn something new) be more successful with the new
skills you’re asking them to learn. Not to mention that there will be
consistency throughout your sales team as they all learn the same thing,
in the same way – and you can follow their progress as they learn.
Here is what the Count5 site says about Q:
Q i... (more)
How often have you chased a prospect for weeks/months/years and then got a
How much time have you wasted that you could have used for finding prospects
who would become clients?
And how much time have you spent waiting for prospects that either never
showed up again, or who took far, far too long to close, while you sat
waiting and wondering – or worse, chasing them or reducing the price to get
them to buy because you thought they should have closed already?
Do I have your attention? Great. Let me tell you a story.
At a client site recently, as I was preparing to do real-ti... (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)
People are getting confused about the terms buying decision journey, buying
path, buy-cycle, helping buyers buy, and buying decisions. Using a case
study, let’s look at how a real buying decision happens.
When I began using the terms in the 80s my meaning described a change
management process to lead buyers through their
non-solution/non-need-related, behind-the-scenes internal and
political issues that enable all who touch the solution to buy-in. Lately
I’ve noticed the terms applied to the sales end of the buying decision –
that 10% of the buyer’s journey that manages the p... (more)
I’m going to ask you a few questions. No answers today. Just questions you
may want to answer for yourselves.
How will you know that the content you are providing is the appropriate
content for your prospect base?
What skills do you need to have in addition to the ones you already have, to
ensure that the right folks find – and purchase – your solution?
What do you need to do differently to ensure that the right prospects know
how to differentiate you from the competition?
How will you know that one strategic plan would work better than another?
How do you know what level of conte... (more)