57% of the purchase process is complete before buyers have their first interaction with a seller.1 This is one of the most cited statistics in the sales world these days—as if it’s some kind of big news. Wait…so you mean buyers do research and talk internally before they bring in outsiders? No way, dude! That’s, ...
Editor’s Note: Ray Wang, CEO of Constellation Research, just finished writing his new book, Disrupting Digital Business: Create an Authentic Experience in the Peer-to-Peer Economy. It’s a fascinating analysis of the powerful and disruptive changes in business — changes that touch every organization, every employee, and every person. We asked Ray a few questions about ...
Buying happens based on needs, wants, even the shiny object du jour. People buy for all sorts of reasons. Think about when you are a buyer. You bring your own viewpoint to the table, based not just on immediate need and want, but also on your past experience, your budget, and your (rational or irrational) ...
1. Don’t “sell” — instead, build a relationship. Novice salespeople hear that they should “assume the sale.” But if salespeople go into meetings with unearned assumptions, they will appear egotistical to the prospect. 2. Start the relationship by asking, not pushing. Ask prospects questions that demonstrate your interest in their challenges, their vision, and what ...
Editor’s Note: Today we welcome a new guest contributor to the blog — Sales expert and author Tibor Shanto. All Tibor’s areas of expertise contain the word “Sales,” which will only be to the benefit of our audience! We look forward to many posts, all chock full of the advice and leadership that are the ...
We know sales leads create revenue, but does everyone agree that managing sales leads makes a huge difference in revenue? Some companies think sales lead management is a simple two stage process: 1. Get the lead. 2. Give the lead to Sales. These companies like leads; they think lead generation helps salespeople. They can’t prove ...
The best tools are always about more than mere usability and features. They are vehicles of happiness in your work life. They delight…. They make life easier…. They enable good things. Sometimes these little details seem minor, but they are not. They lead to progress, sometimes even revolution. With each release, we’re working hard for ...
Editor’s Note: Our guest contribution today is by Peter Gracey, CEO of QuotaFactory, AG Salesworks’ sister company. We are excited about QuotaFactory’s focus on sales accelerationtechniques. *** Can a film be seen without any understanding of its context? Yes — but that context will significantly change your impression of the story. For example, knowing that ...
