In case you didn’t know- I have not been one of those ‘lifelong’ salespeople. I disliked sales so much, that when I settled on what I wanted to learn in college, it was marketing because I wanted to learn how to use marketing to make salespeople...
This post started as a debate between sales coaching and training- which should come first?
I used to think that no one was better at multitasking than I was. At one point in my life, I was a single mom, full time student, landlord, and worked full time on the ground floor of a really cool tech start up. Multitasking was my life. My mom...
A lot of people are trying to figure out what the perfect sales process is. Some are even trying to figure out their ideal customer’s buying process. A few are even trying to align their sales process to their buyer’s process.
Why Sales 2.0 Tools Might be Hazardous to Your Sales Process
There seems to be a lot of buzz lately about sales 2.0 tools. Sometimes I feel like I am waving my arms at the masses and screaming "WAIT!" *sigh* If people just did what I told them,...
How to use Buyer Persona Modes
Recently I explained how using buyer persona modes for sales and marketing strategy was like watching your favorite TV show series. You get to know and understand the characters by their mannerisms (ie: analytics,...
Why might focusing on Entrepreneurs and Small Businesses be a good sales strategy?
I hope I am not letting the cat out of the bag, but this is the only strategy I can think of, right now, that makes sense for a sales director of a software company...
Can your sales and marketing strategy predict the buying process?
Poor Ben. In a previous post, I started the story of Ben and his door to door sales strategy for the 'non-profit' organization he was working for. The sales process that happened...
Your buying process effects how you do sales AND marketing.
Why!? In a sentence; How you buy can get in the way when you are trying to sell to someone who has the same buying process as you. You naturally empathize and put up with price...
