Buying Decision Teams are your real prospects. They 1. provide the consensus
and change management that must be addressed before a purchase; 2. coordinate
the details of a need to include each voice involved with a new solution.
Without the whole Team assembled, we’re merely hoping we’ve got a
prospect, regardless of how targeted our social or content marketing efforts.
Comprised of any number of people – friends, colleagues, family, business
partners – Buying Decision Teams offer ideas, agreement, arguments, and a
forum to uncover the full complement of needs.
We buy new homes and computers by asking friends (the Buying Decision Team)
for recommendations; we buy new software for our company when users –
technology, marketing, user groups (the Buying Decision Team) – define
their critical criteria for a solution choice and agree on an implementation
plan. A lone buy... (more)
Do you want to research something - anything, almost - about business?
Pretty broad query, no?
Welcome to CustomerThink, a site that makes everything necessary for you to
know - data made available through blog posts, white papers, articles –
available to all. And all of the articles are customer-centric.
Indeed, it’s a wonderous site: easy to navigate, and covers a broad range
of information from technology, social media, sales and marketing,
branding, the customer experience, buying decisions. All of it is up-t0-date,
intelligent, and well written.
I’ve seen a lot of sites th... (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)
When people first hear about Buying Facilitation®, they ask: ‘But if we
can’t ask about needs and discuss our solution, how do we sell?’
The short answer is, you don’t. At least not when you are accustomed to.
Because that’s not the first thing buyers need from you. The buyer first
needs assistance navigating around their off-line decision issues. See, we
actually enter our buyer’s sphere far too early in their decision cycle.
And we end up attempting to gather needs, understand, and place product
before a buyer really knows how to have this conversation with you.
The first thing... (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)