Want More Sales? Breathe Oxygen into Your Buyer Personas

Want More Sales? Breathe Oxygen into Your Buyer Personas

There was a lot of interest in last week’s blog on buyer personas. I had some good conversations with companies on this topic. What I found out from many of these conversations was that people don’t know what to do with buyer personas. They’ve gone through the exercise and decided it was enough to write up the persona. It isn’t. If buyer personas don’t…

Scan Your Ticket to the Revolution: Buyer Personas

Corporate Executive Board research tells us that B2B prospects move as much as 70 percent through the buying process before they ever contact a sales rep. Gartner and Forrester's research goes so far as to suggest that by 2020─a mere 3.5 years from now─up to 80 percent of the buying process will occur online without any direct human-human interaction. Companies invested in large sales…

The Ultimate Advantage: Real-Time Knowledge Applied Well

Buckminster Fuller created the “Knowledge Doubling Curve”; he noted that until 1900 human knowledge doubled every century. By the end of World War II, knowledge was doubling every 25 years. Today . . . on average, human knowledge is doubling every 13 months. IBM believes that because of the growth of the “internet of things,” knowledge will begin to double  every 12 hours.1  …

The Holy Grail of Sales: Find the Need Behind the Need

Over the last few years, I have written many blogs on opening new sales opportunities and managing the complex sale, especially with today’s multiple buying influences. We’ve also discussed how to deal with the competition and stand out from the crowd. These scenarios came up crystal clear recently when in a client engagement, the consultants asked me to weigh in on a major challenge…

At Last, Get Prospects to See Your Solution as Differentiated

Today, products and services can quickly lose their competitive edge thanks to the breakneck speed of change, the Internet, and intense global competition. In Blue Ocean Strategy, authors W. Chan Kim and Renée Mauborgne tell us: “There are several driving forces behind a rising imperative to create blue oceans. Accelerated technology advances have substantially improved industrial productivity and have allowed suppliers to produce an…

Nine Action Steps to Open Doors to Prospects

With all of the work I do with sales organizations, one subject on top of everyone’s mind is how to land appointments with decision makers that matter. Top sales organizations understand that regardless of how great their salespeople, how compelling their product or how persuasive their value proposition if they can’t get in front of decision-makers, none of it matters. Today, I want to…

Don’t Get Caught in the Commodity Trap

Entrepreneurs get caught in “The Commoditization Trap,” no matter the size or nature of their businesses, says Dan Sullivan, the Strategic Coach.® The best description of this trap comes from the book, The Lexus and The Olive Tree by Thomas L. Friedman: “A commodity is any good, service or process that can be produced by any number of firms, and the only distinguishing feature…

Is E-Mail Marketing Still Breathing or Do We Need the Crash Cart?

Everywhere today you hear how effective social media is at acquiring new clients/customers. But according to research done by HubSpot, 75.8 percent of marketers say they are using more email than they were three years ago. In fact, study after study shows that when email strategies include integrating social media into the sends, it leads to better results. Sixty-five percent of the top 20…

Inbound, Outbound or Allbound Marketing to Generate B2B Leads?

Many heated discussions surround whether inbound or outbound marketing is the most effective strategy for lead generation. Few businesses and marketing/sales managers understand the difference between the two and how to use that difference to their advantage. For this discussion, I am only going to address B2B in a complex sales environment. First, let’s agree on the basics: What is inbound and outbound marketing?…

Block the Knockouts from All Your Competition

The rules for doing business have shifted. In times of slow growth or shrinking markets─and even new and expanding ones─companies must find ways to take market share from competitors to succeed. This intensified competition puts the need for effective selling in a brighter spotlight. So having a solid plan to manage competitive selling situations is more crucial than ever. In nearly all industries, products…

Copyright PleinAire Strategies, All Rights Reserved

Please accept our free offer for the entire 14-module MERGE 2.0 Sales Training Course (Retail value $495) for the next 60 days.

Use promo code free2020

Register for Free Now