I once told a group that I was going to title a book I’d Close More Sales
if it Weren’t for the Buyer. I got a standing ovation! And I assumed I’d
get a laugh. That’s like saying ‘I would have had a better birth
experience if it weren’t for my mother.’
Why do we assume buyers are, um, stupid? Because it’s obvious to us they
should buy. From where we stand, it seems we have THE perfect fit – the
right solution at the right price, filling the right need, and the right
But we consistently forget that a buyer’s problem is not an isolated event,
and it sits within the buyer’s environment – their system, if you will
– all mashed up with a bunch of unknown and unknowable other elements that
not only hold it in place, but maintain it daily.
And we walk in as Super Saviours, assuming we are, as Dr. Seuss says in The
Sneetches The Fixxit Up Chappie.
But it’s s... (more)
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 n... (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)
Email Archiving Journal
I don’t know about you, but when I get long emails my eyes go running
around my head. Too many words for me to take in during a busy day when I’m
sure I’m suffering from some form of ADHD as I try to multitask beyond
human capability. So I ask folks to please, please, puLEASE not send me long
But they do anyway. And then they get mad when I don’t read them –
especially when they’ve written something personal. They actually expect me
to put down what I’m doing and read a one-way missive, interpret what they
are meaning and feeling against how I in... (more)