When CEB reported that 57% of the buyer’s journey was happening without the engagement of sales, it led to the mistaken assumption that sales had no role in the early part of the buying decision. Similarly, when SiriusDecisions reported that 67% of the buyer’s decision-making journey happens digitally, once again the assumption was that sales had no role in the process. Yes, … [Read more...] about Status Quo is Your Biggest Competitor
In the iconic movie classic, Field of Dreams, Ray Kinsella hears a voice that insists that “If you build it, he will come.” Acting on instinct, Ray builds a baseball field in his backyard Iowa cornfield. As we find out much later in the movie, the calling Ray felt had bigger implications than just the appearance of “Shoeless” Joe Jackson and the 1919 Chicago White Sox who … [Read more...] about Getting on First with Buyers
I’m like a broken record, I know. And, I’m sticking to my guns. The #1 complaint I hear from salespeople is the struggle they face to get their targeted prospects to respond to them. And there is a reason for that. Message matters. Today, more than it ever has. Yours? Same as it ever was? The struggle doesn’t have to be real. It isn’t HOW you are trying to … [Read more...] about Your Sales Message Matters
No. You don't! Sometimes I feel as if I’m living in an alternative universe where things seem so glaringly obvious to me but not to others. I think about the sales and marketing professions a lot. Sales, in particular. I listen, although that is sometimes hard to do when we have certain factions in the sales training and coaching world arguing with each other about WHO owns … [Read more...] about Another Sales Hack…Do You Need It?
With heightened buyer expectations and sellers struggling valiantly to keep up, it has never been more important to invest in your own learning and development. Why? The answer is simple. Learners are earners. Economists from the University of Padova, Italy, conducted a study a few years ago and determined that individuals who read for self-education earned 21% … [Read more...] about Learn = Earn!