A B2B customer can be 90% of the way through the buying cycle before they even engage a sales person. Is your call to action too late? Typical call to to actions like “contact us” or “request a demo” only work when the buyer knows what they want. How can you engage your customers sooner?
Simon Sinek argues in Start With Why that “People don’t buy what you do, they buy why you do it.” I disagree. People buy the how, not the why.
Request for Proposal are onerous and time consuming, and the win rate is abysmal. If you’re going to respond to RFPs be sure you will win. Ask these 3 questions before responding to any RFP.
Lead with a hypothesis. You don’t have time to ask a prospect how you can help them. They expect you to know the answer before you even start.
Customers mitigate major purchase decisions by hedging. It’s a natural part of the buying cycle. Instead of fighting or avoiding the hedge, use a Door Opener to initiate the sale.
Generating leads for your business has two fundamental components: attraction and engagement. Each on its own is not enough. You’ve got to put them together in creative ways to make your brand more findable, referable, memorable and desirable.
The number one obstacle in every sales cycle is inaction. Often it’s easier for customers to delay or cancel a project than commit to it.
Inaction is a common element in the buying process, and sales people must be aware of it and manage it. Otherwise, sales will be needlessly lost.
One of the great challenges of the information age is information overload. We have access to too much information and too many options. We're inundated with content. Information overload creates a unique sales challenge, because before a prospect begins the buying...
Sales isn't all that different than it was thirty or forty years ago. E-Commerce didn't displace sales people as many pundits predicted, and I don't see that trend ever truly materializing. People still buy from people. Even though technology has made it easier for us...
My grade 6 teacher, Mrs. Dixon, used to bellow, "You have two ears and one mouth so you can listen twice as much as you speak." I still remember her face getting flush as she got more-and-more exasperated with our class. Fun times. To Mrs. Dixon's credit that lesson...
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