sales management
Do Customers Really Have A Buying Process?
It’s become common “wisdom” that we have to align align our sales process with our customers’ buying processes. I write about it constantly, as well as hundreds of others. It’s become almost a mantra in all the literature and training programs.
What you think you know about the buyer's journey is wrong
These days, there’s a lot of talk about the “buyer’s journey.” We’re all supposed to be mapping it so that we can align our marketing and sales with it. Supposedly this is going to make us exponentially more effective.
The Oversimplification of Sales Performance Work
Yes, you read that right. I’m worried about some of the things I’m reading and trends I’m seeing in the world of sales performance improvement. Simple is good. Oversimplified is not.
Guiding Our Customers On The Wrong Buying Journey
I have to start this post with a story. I’m an obsessed reader. At least once a week, I have to sign into Amazon to feed my reading habit. On logging in, I’m immediately fed suggestions of books I should buy...
Is bad sales logic destroying your profit?
There is an epidemic in the sales industry, and it’s destroying profits. Year after year, sales effectiveness continues to decline, and while the causes are many and complex, there is one big problem that is causing way more trouble than it should.
Top 4 Reasons Why Salespeople Suck at Consultative Selling
Yesterday, a sales manager I was coaching asked me to explain the difference between a great question and a tough question. I gave him the one-minute version but this article has the expanded version of that answer.
