Buying decisions happen well before buyers consider your solution regardless of their need or the efficacy of your solution, marketing, or content. In fact, a purchase is the very last thing that occurs in a string of events buyers must handle as they seek to solve a business problem. One of the first things they must […]
Why does the sales model merely focus on placing solutions when it’s last step buyers take during the buying decision process? Would you ever jump up out of bed and say, “Geesh! I think I’ll just go out and buy a new car today! Maybe I’ll go to that dealership around the corner and see […]
I recently got this cold call: D: Hi. I’m David, with Keller Williams. I’m calling to inquire about your property. Are you still looking to sell your place? SD: Do you have a buyer for me? D: Possibly. How did you determine your sale price? SD: How do you know what price I determined? What […]
Your solution is the last thing a buyer needs. Literally. The sales model is a solution placement model. It does a fine job assessing needs, pitching, presenting, and placing solutions. Yet we close no more than 7% of prospects from first call, spend huge amounts of money creating presentations, sites, and marketing materials bring that […]
You’re a smart entrepreneur with a savvy team. Your widget will make millions. You started up with a few bucks your friends gave you but now you need funding. Do you know how an investor will choose to fund you over others? The answer is you don’t know. Instead of relying on a great presentation […]
Let’s liken a buyer’s need to a cog in a wheel that moves a cart. If one cog breaks the other cogs create a workaround so the cart gets where it’s going. The cart would prefer not to replace the cog because of the complexity, fall out, and duration of the change: can the old […]
When you attempt to make an appointment as a way to ‘get in front of’ a prospect, you are throwing away approximately 40% of good prospects: they don’t know why to meet with you, regardless of whether or not they have a need. You will get rejected by approximately 90% of those you call for […]
Currently we’re merely listening for what we want to hear, thereby restricting the full potential of social listening. As more than merely a tool for monitoring, text mining, analyzing, or customer experience management and intelligence, social listening can determine when and how to actively facilitate buyers, users, and followers through to the desired outcome. There […]
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 […]
I’d like to add some new thinking to the ever-creative field of social media marketing. While social has developed quickly to make inspired use of connection vehicles like Facebook, Twitter, and LinkedIn; uses technology to follow and discover buyers, assign meaning, and push content; and design wondrous ways to promote brands, for me there is […]