Short and (not so) Sweet BlogSome rants and raves but mostly just insights from conversations with buyers, sellers and marketers
Before any B2B buyer makes a solution choice they have to make a decision to change/buy. The time it takes buyers to determine and manage their criteria for change and ready their organization to accept the disruption your software will surely bring, is the length of...read more
The lack of contact with self-educated buyers might be limiting the lead information that marketing is providing and could be causing your reps to reject potentially good leads, prematurely. Lots of data but no insight There is no denying that self-service has created...read more
Why B2B Buyers Don’t Buy – it has nothing to do with their need, your solution or your relationship.
Whenever a new product or solution is introduced in a company, there will be a change in how people behave, communicate and work together. Change always creates a mess and those involved are going to get dirty. Until buyers are certain about what they will end up with, no purchase will happen.read more
Of course, you talk to your customers. And it should be no surprise that they’re happy to talk to you. They’ve just spent time and money selecting your company and solution and they want this relationship to work. They’re happy to follow along with your line of...read more
You have a great message – hidden under a steaming pile of marketing jargon, adjectives and fancy words!
You see them everywhere; on buses, buildings, websites, social ads and even in the bottom of urinals, trendy technology babble that jargon-hurling and language-torturing marketers use to make a great competitive advantage sound irrelevant and unrecognizable to the...read more
Revenue and net profit are getting hammered There is no denying that self-educated buyers have disrupted enterprise sales. And with almost 60% of forecasted deals never closing in your favor, it’s easy to see why 45.4% of reps will miss their quota in 2016....read more