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A good buying experience for a change!

Kenneth Burke and I connected when I went on LinkedIn and saw him share some of his buying experiences. Kenneth is the VP of marketing for Text Request, a business messaging platform. And if you follow him on LinkedIn, you know he just put out some...

This is what frustrates buyers the most

Tiffany Lyman Otten joined me last month to share her good and bad buying experiences. And yes, she brought it! Tiffany is the Head of Marketing for The Future of Protein, an un-agency owner specializing in fractional marketing leadership and...

Yes. Buyers WANT to buy your solution!

Believe it or not, buyers want to buy your solution. And for the most part, buyers have an idea of what they need and how to get there because they have goals in mind. 

OMG! Buying behavior has changed. Now what?

How do we coach our sellers for success in a down and tough economy? Well, first, we need to address how buying behavior has changed. And what must we do to sell accordingly with that change? 

In his book, The Science of Selling, David Hoffeld...

Do I still need ideal customer profiles?

Of course, we need to have ideal customer profiles today. But how do we need them? And what do we need to include in them? Are there some questions that we need to address? 

That person needs to stop talking, NOW!

Now I'm sure that you've all had that experience with someone, you know, that person. The one who asks you many questions, but they interrupt you before you’ve started to answer the question. Then they tell you about themselves, their experience,...

Are you asking your buyers GOOD questions?

Everyone wants to improve discovery calls, which I love because I often say that the close starts when you say hello. In fact, it begins a lot sooner than that when you consider how much research buyers are doing online.

Research your buyers BEFORE you blow it

These are my best tips for researching, having better discovery calls, and engaging with your buyers in a way they'll find valuable to them. So, how should you research your buyers before engaging?

How to prospect in a #Buyerfirst way

How do you prospect in a #BuyerFirst way? Well, the first thing I'll tell you is you've got to do the research beyond the industry they're in or their current role.

Tips for salespeople: straight from my garden

This post is Part lI of a two-week series about garden tips that can help salespeople, leaders, and business owners.