The Buyers Journey is Complicated It’s more complex than ever to close a deal with a large company. There is a minimum of 6.8 buyers involved. Buyers have to validate, collaborate and come to a consensus before a decision is made. Gartner research finds that...
Where Are Your Prospects? We need to meet our prospects and customers where they are. That might be at a trade show or event, at their office, on the phone, via email or on social media. Do you know if your salespeople are in the right places? It is possible that...
How much money are you leaving on the table every year with existing customers that should be growing but aren’t? Do you know the revenue potential of your top 10 clients? If you don’t, you could be leaving millions of dollars on the table, because you don’t know...
No Decision Doing nothing seems to be the most frequent reason for losing a complex sale these days. Deals stall, and the buyers go silent. I was talking to the founder of a company that was concerned about sales. Although his company was generating plenty of...
I can’t imagine any business owner saying that satisfied customers were not a priority. To use a term, I borrowed from Daniel Pink, I’d like to “flip” your thinking. Instead of thinking that your goal is a satisfied customer, start thinking a satisfied customer is...
Many of us attend conferences for continuing education, but these can be great networking opportunities also if we have the right mindset. Approaching new people can be difficult because of the obstacles we put in front of ourselves as well as those innate to a...
I can never write enough about prospecting. It is essential to staying in business! Dips in sales are tough on cash flow and moral. In order for your company to have steady growth, you need a steady flow of leads. Many businesses lack a process for lead generation,...
Are members of your sales team having trouble closing deals because of the objections your prospects raise? Objections are a natural part of the sales process. When you and the prospect are taking the steps to move forward in the sales process it's natural that...
We appreciate our customers and we all know it is important to thank them. Yet, do we do it in the best way and at the best time? Asking clients about their level of satisfaction and thanking them for their business should be part of our routine. I believe in...
Start building your B2B sales organization by laying a foundation for success. When you are building a house, before you do anything else, you put the infrastructure in place and lay the foundation. A solid foundation ensures a stable structure. The same is true...