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 pre-solution
choice behaviors, including solution/vendor choice, time/money issues.
In other words, sales.
But let’s stop a moment: We don’t buy this way.
HOW DO WE BUY?
Here’s is a case study to offer an example of how we actually buy.
Pretend you are the VP of Client Services of a $15 Mil... (more)
As of tonight, Dirty Little Secrets is #2 in the sales category on Amazon!
How exciting! I am so happy I can barely express it!
I have a lot of people to thank. The most amazing thing is that I’ve never
met most of these angels – we have met over the past months (in some cases
a year or more) over the phone!
First, and friend par excellence, is Jeff Blackwell of SalesPractice.com.
Even though we don’t know each other well, he fell in love with Buying
Facilitation and my decision facilitation model quite a while ago, believing
that Buying Facilitati... (more)
I self-published my latest book Dirty Little Secrets because I wanted to get
the book out quickly. It was like a deamon in my heart – needing to come
out and almost virulent in it’s ability to take over my soul.
Needless to say, when it came time to choose a way to put the book into
print, I was committed to finding the best. The problem was, there is no way
to get a book published world-wide through available POD printers here in the
States. One POD house gave me great capability in the U.S. and in the
technosphere. One POD house gave me capability in bookstores and in the U.K. ... (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)
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)