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)
Why is a 90% failure rate ok? is a post from: Sharon Drew Morgen
The sales model builds in a 90% failure rate and we expect that! We build it
right into the entire system: We hire 10X more sales people to get the
results we seek, we expect and get 50% longer sales cycles than we could be
having, we face objections because people are responding to the sales model
itself, we lose clients we shouldn’t lose. And we consider all of this de
What a waste – not only for sellers, but for buyers.
This doesn’t need to happen. Sales is just an incomplete model that we’ve
accepted as... (more)
As the 5th installment of a 6 part series called Making Change Work, this
podcast is about buy-in:
what buy-in means in terms of the change management process how and when
buy-in occurs why people do not buy-in how a leader can get someone who is
resisting to not only buy-in but to do so happily when the change agent
should begin to seek buy-in from the various stakeholder groups what skills
change agents need to gain employee buy-in and how can they acquire these
skills what leaders can do to programmatically embed the buy-in approach to
their change management policies
Listen ... (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)