Like every group who brings in a keynote speaker, your needs are unique. You
want someone to motivate your successful team to be even more successful; you
want new ideas to excite the imagination of a newly formed team; you want a
subject matter expert to incite and inspire a group moving on to new
initiatives; you have limited funds and seek a lower-priced speaker who has a
Every need requires a different type of speaker, and one speaker –
regardless of reputation or success of their book sales – doesn’t fit
How can you make sure that the needs you have match the capabilities of the
speakers you’re considering? After A. getting agreement on the exact
criteria you need to meet from the user group leaders and the meeting
planners, B. putting together a list of your best guesses of speakers who
will meet your goals, C. looking them ... (more)
The buyer’s route to a purchase starts before they consider a solution.
Idea stage. Fred has an idea that something needs to change. Fred discusses
his idea with colleagues. Fred invites colleagues to meet and discuss the
problem, bring ideas from online research, consider who to include, possible
fixes, and fallout. Groups formed. Consideration stage. Group meets to
discuss findings: how to fix the problem with known resources, whether to
create a workaround using internal fixes or seek an external solution.
Discuss the type/amount of fallout from each. Organization stage. Fred ... (more)
Do you know the point in the buyer’s journey that they read your content?
Is it when the assistant hands her boss a stack of articles to help him
prepare for a meeting? Has your content ever been used by your competitors?
Much content is not being used to enlist trust, brand recognition, gain
followers and ultimately a sale. But we keep writing it and using every means
at our disposal to distribute and track it, hoping that someone, at the
appropriate point in the decision path, will use it and want to seek us out
as a result.
A lot of hope, guesswork, and crossed fingers. But it... (more)
Sharon Drew Morgen is the visionary thinker on the buying decision capability
and developer of Buying Facilitation®. She has trained sales teams in many
global corporations in facilitating the buying decision experience. Sharon
Drew is the author of the NYTimes Business Bestseller Selling with
Sharon Drew has taught over 25,000 sales professionals how to facilitate
buying decision. As the thought-leader behind what it takes for buyers to
make purchasing decisions, Sharon Drew has taught sellers how to think beyond
their solutions and not only teach buyers how get nece... (more)
The field of marketing automation would like to get the right data, at the
right time, to prospects who sign up on contact sheets. But with the
available technology, it’s not possible: the wrong data are being gathered
and scored, the wrong content is being sent out and collected, the
technology is not set up to determine or support each stage of the off-line
buying decision path, and there is no capability to lead the buyer
sequentially (with unique content at each step) through their internal
change management/decision issues.
The problem is they are working from a sales mode... (more)