All blog entries

Do You Really Understand How Your Buyers Buy?

Posted by: sharondrew in Blogs on Aug 29, 2011

Tagged in: sales process , sales , buying facilitation , buyers , buy-in

For decades, salespeople scrunched their faces when I mentioned “how buyers buy”. I heard comments like: “I know what they need.” or “I understand exactly how they buy: price, price, price.”

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How to Get More Leads With LinkedIn By Using My Simple Learn, Lurk and Link Strategy

Posted by: kjaramillo in Blogs on Aug 29, 2011

Tagged in: website traffic , social media , network , LinkedIn marketing , LinkedIn , article marketing

When you take control of your social media interactions on LinkedIn you will build, develop and have command over your own community.

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Marketing Automation can Facilitate the Entire Buying Decision Path

Posted by: sharondrew in Blogs on Aug 26, 2011

Tagged in: sales , marketing automation , closing , buying facilitation

In order to sell more when using marketing automation technology, we need to enter the buyer’s decision path far earlier. But because marketing automation uses the sales model as its core thinking, and concentrates on solution placement rather than helping buyers navigate their behind-the-scenes decision path (necessary before they purchase) it’s hard to know when/how/why buyers will close, regardless of the numbers of names we gather.

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8 ways to a winning proposition

Posted by: nickbettes in Blogs on Aug 26, 2011

Tagged in: Untagged

SMEs often find it really difficult to identify their unique selling proposition (USP), let alone articulate it. If you are an IT support company or a heating business how on earth do you show everyone that you are different? Owners are left to fall back on things like "relationships" or "service" to explain what growth they have.

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What are the benefits of online learning?

Posted by: OliviaBusta in Blogs on Aug 25, 2011

Tagged in: Untagged

Online learning has become a major trend in many organizations due to the convenience and flexibility of online training options. Training professionals have only begun to uncover the potential and understand the effectiveness of training online.

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Are Your Marketing Efforts What They Need to Be?

Posted by: ResourceNation in Blogs on Aug 24, 2011

Tagged in: Untagged

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A Buying Decision is a Change Management Problem

Posted by: sharondrew in Blogs on Aug 22, 2011

Tagged in: sales , change management , buying facilitation , buyer need

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Hire the Right Employees the First Time Around

Posted by: ResourceNation in Blogs on Aug 18, 2011

Tagged in: Interview , human resources , employees

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Does the sales model do what we need it to do?

Posted by: sharondrew in Blogs on Aug 18, 2011

Tagged in: sales , buying facilitation , buyer decision path

This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival.

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9 Easy Ways to Get Your Brand Recognized

Posted by: sharondrew in Blogs on Aug 12, 2011

Tagged in: syndication , social meadia , sales , marketing , branding , blogging

To get clients, you either reach out to them directly, or have them find you. Here are a few ways to help clients find you.

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Business Exit Planning - Can Your Business Survive If You Could No Longer Manage It Tomorrow?

Posted by: kubica in Blogs on Aug 09, 2011

Tagged in: Transition , Thought Leader , small business , exit planning , business continuity , acquisition

How much time do you spend thinking about business exit planning?

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Solution Selection: do we know how buyers choose one solution over another?

Posted by: sharondrew in Blogs on Aug 09, 2011

Tagged in: solution selection , sales , buying facilitation , buyer decisions

Your solution matches the buyer’s need perfectly. You like them, they like you, you’ve had coffee/a meal/a powerful meeting or two. They talk about implementation and how they need to add your other product next year. And then they buy from someone else. Or not at all.

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