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
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!
At lunch with a colleague last week, we chatted about how the sales people at his client account operate. Not surprisingly, it is standard practice during a sales meeting to walk prospects through 44-slides of yada, yada, yada that begins with extensive detail about the long, successful history of the company. Mind you, this is a company that is well known. The history lesson … [Read more...] about Telling Isn't Selling
A simple question, I thought. I was wrong. I made a mistake. I apologized. Mistakes happen. It is inevitable. How you handle the gaffe, I believe, is what makes the difference between winners and losers. Passionately believing in doing right by others, I’m pained to know that someone had a business experience with me today that was anything but wow. And the unfortunate irony … [Read more...] about What's the Purpose?
For important reasons, today’s post is longer than normal, and I hope you will take time to read through to the end. Your comments are also appreciated! Since today is SocialTech Tuesday, it seems appropriate to jump into a controversy that has ignited a firestorm of angry discussion among LinkedIn members. Many people are incensed over a new LinkedIn policy introduced (very … [Read more...] about SocialTech Tuesday: Have You Been SWAM'd?