I’ve heard there are 5.7 decision makers for each sale, and ‘unknown’
influencers. Yet there is no difference between ‘decision makers’ and
If you want to move and your daughter is in her last year of high school, is
she a decision maker or an influencer?
If your tech group isn’t available to implement a new program until they
finish current work, would the tech director be an influencer or a decision
If your company is going through a merger and the teams haven’t been merged
yet, would the director of the groups that needed training be influencers or
If you think some of your folks need coaching, would the coachees be
influencers or decision makers?
See what I mean? “Decision Maker” and “Influencer” are arbitrary
delineations. Until everyone who touches the final solution buys-in, and
change is managed, no buying decision w... (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)
Do you know what your prospect needs to buy? Really?
Do you believe that because you can see their problem, and your solution
fits, and they seem to be a prospect, that you know the best solution?
I have a story to share.
Years ago I was training a telemarketing group in a call center making calls
on behalf of a well-known technology company. As part of my training with
them, every participant did some real-time calls with me. It was 5:10 on a
Friday afternoon – in Rochester NY, in December. Got the picture? Snow up
to your nose, and everyone bundling up to leave for the weekend.
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)