Two Simple Ways to Create Trigger Events Right Now

Two Simple Ways to Create Trigger Events Right Now

If you do, you will sell more. All sales transactions come down to three choices: Your prospect decides to buy what you offer; Your prospect decides to buy from a competitor; Your prospect decides to stay with status quo, which means a no decision. It’s all about the power of influence on the need to change. Human nature resists change. From fear of the…

Where’s Your Prospect in the Buy Cycle?

I just finished a new chapter on buyer personas for my next book, MERGE 2.0, for publication later this year. And I began thinking long and hard about how to find prospects on their buyer journey, and what trigger events move prospects into a buying mode. When you learn to use trigger events to your advantage, you can help prospects move through their buying…

Want to Win More Sales? Walk Before You Run

An impatient lot, salespeople want to speed up the sales process, close deals faster, and move on to the next opportunity. This conclusion sticks in my mind after observing tens of dozens of sales teams in my career. Don’t misunderstand; I admire the strong and swift. But fast isn’t best in B2B complex sales. While it may seem a bit counterintuitive, one of the…

How to Win “Finalist” in an RFP Race

Business dreads the request for proposal, popularly called an RFP. However, in certain industries and for certain products, RFPs are the only ticket into the sales arena. Like many of you, I fall victim to the roulette odds of winning these golden opportunities for our company. With so many corporate consolidations, companies now pursue greater efficiency and standardization, so they run their purchases through…

The One Missing Link In Your Go-To-Market Strategy

In Internet time, five years is a lifetime. So much has happened since I first released MERGE in 2011. In chapter seven, Marketing Communications Promoting Your Firm’s Value, I discussed a go-to-market strategy for building your brand. Nowadays, buyers hold near-exclusive power because of the Internet. Research cites that 74 percent of buyers conduct more than half of their research online before ever talking to a sales…

Raising the Stakes on Channel Partners

You can’t be successful at business without understanding market distribution business models. With distribution now representing more than half of almost every industry's activities, the ability to optimize market channels has never been so important. At one point, third-party reseller channels were used primarily for simple sales. Long-cycle, complex business-to-business (B2B) sales seldom found their way into reseller channels. Then times changed. Today, more…

Why 70% of Your Market Waits For You

I’ve dedicated a good portion of my career to studying best practices in sales and marketing and am always on the lookout for improvements. Whether I’m in the field on frontline experiences or buried in one of the hundreds of books, white papers and articles I consume, I’m always in search of nuggets I can share with my clients. I took this knowledge and…

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  …

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…

How Do You Know If Your Sales Force is Good? Really Good?

In today’s Internet world, most questions can be answered on the spot. Any question of fact is just a search away, and any question of opinion can be disregarded. Every once in a while, we don’t get the answer we’re searching for because it lies between facts and opinion. This question is one of those:  I Googled, “How do I know if my salesforce…

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