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| Page 1 of 22 | Previous | Next | BUYER INSIGHTS NOVEMBER 30, 2012  Capturing Your Buyer’s Imagination A sales person can provide the buyer with all the information in the world, but if the buyer can’t imagine the seller’s solution in their business there will be no sale. Capturing the buyer’s imagination is an important part of winning the sale. Buyer Psychology Buyer Creativity Buyer Imagination MORE >> | SHARON DREW MORGEN AUGUST 1, 2011  When do buyers buy? Buyers can’t buy until all of the people, policies, market drivers, partners and historic choices that maintain their status quo have bought in to, and added their voices to, the changes that will result when they make a purchase. Buyers aren’t ignoring their needs. The sales model does not manage the behind-the-scenes change issues buyers must handle before they can buy. MORE >> | RECENT POSTS JUNE 17, 2013 | SALES TRAINING ADVICE
Sales Lesson: How Smart are Your Customers? JUNE 17, 2013 | JILL KONRATH'S FRESH SALES STRATEGIES BLOG
Perceived Business Risks Quickly Become Sales Objections JUNE 17, 2013 | SALES AND MANAGEMENT BLOG
Book Review: Make It All About Them JUNE 17, 2013 | SCORE MORE SALES
Inside Sales Power Tip 118 – Share Insight JUNE 17, 2013 | SALES TRAINING CONNECTION
Sales strategy and the NBA playoffs – lessons from the court JUNE 17, 2013 | CUSTOMER CENTRIC SELLING
Sales Training Look into Leveraging the War Room to Win the Big Deal | | | | |
| BUYER INSIGHTS SEPTEMBER 13, 2012  Do You Know Your Buyer’s IQ? The buyer’s knowledge state, what we call Buying IQ, is of vital concern to the salesperson in terms of adapting the sales approach, or pitch. Measuring Your Buyer’s Buying IQ The seller should start from the assumption that the buyer has [.]. It is also essential to accurately pre-qualifying, forecasting, sales opportunity and overall sales performance. MORE >> | BUYER INSIGHTS DECEMBER 29, 2012  What Are Your Buyers KPIs? Knowing the buyer’s KPIs is essential if you really want to understand the motivation and behaviour of the professional buyer. What’s Driving Your Buyer? Featured Selling To Procurement Tidalwave Selling Buyer KPIs Buyer Performance Procurement KPIsBut how are our counterparts in procurement measured? Salespeople will rightly [.]. MORE >> | SHARON DREW MORGEN MARCH 24, 2013  12 Dirty Little Secrets: why buyers don’t buy Do you sit and wait for your buyer’s to close? Buyers will make no purchasing decisions until they get buy-in from the components (people, policies, initiatives, groups) that are in any way connected to, or will touch, a solution to their ‘need.’. To insure minimal internal disruption, buyers face internal change management issues as they bring in something new (a solution). MORE >> | DAVE STEIN'S BLOG MAY 6, 2013  What Sales Trainers Can Do to Prevent Age Discrimination Against Themselves 'Recently I’ve had more than a few discussions with sales trainers and sales training buyers about age. sales training buyer client of ours rejected a sales trainer not because they were seen to be old, but because they were perceived as delivering the same content for the past twenty years. Buyers Not if they aren’t qualified. Staying in shape physically. MORE >> | | | | | | | |
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MTD SALES TRAINING | THURSDAY, APRIL 18, 2013 How Buyers Make Decisions
Buyer Types buyer facilitation process buyer''s mindset buyers make decisions 'Imagine you are in a restaurant, cafe or canteen, looking at the menu. You’re pretty hungry, but not overly so. You need to quench your thirst and fill your stomach, as you inspect what’s. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. MORE >> -
JONATHAN FARRINGTON'S BLOG | TUESDAY, FEBRUARY 26, 2013  Why Buyers Buy
In making their decision, the buyer uses the “Minimax” principle – To minimize their losses, to maximize their gains. News: And talking of why buyers buy, I think you will enjoy my latest Top Sales Hardtalk “conversation with my friend and colleague Linda Richardson over at Top Sales World. We discuss the new conversations that are taking place between switched on sellers and savvy buyers – “Insights” General Buyer Motivation Insightful Conversations Linda Richardson Top Sales Hardtalk Top Sales WorldBut they are common to all. MORE >> -
THE SALES HUNTER | THURSDAY, DECEMBER 22, 2011 6 Negotiating Secrets Buyers DON'T Want You to Know | Sales.
Purchasing Departments and Buyers. Negotiating Secrets Buyers DON’T Want You to Know. have the opportunity to talk with many buyers. Confessions from a buyer: 1. Salespeople always believe a slow buyer is an unmotivated buyer. Want to learn more about dealing with purchasing departments and buyers? Related posts: Sales Training Tip #365: How Well Do You Know Your Buyers? Think You are Smarter Than the Buyer? buyers. to “6 Negotiating Secrets Buyers DON’T Want You to Know” Leave a Comment. About. MORE >> -
SHARON DREW MORGEN | MONDAY, OCTOBER 10, 2011  You think know your buyer. You don’t.
Here are some erroneous assumptions: you just need to get in front of someone , and once they understand the brilliance of your solution they will be buyers; if your solution matches their need, all you have to do is sell properly (and be interested, caring, smart, yada yada) and they will buy; you need to educate your buyer because until they understand your solution they won’t understand the value; you need to understand everything you can about your buyer so you’ll sound intelligent and engender trust and can position your solution accordingly. Tweet This! MORE >> -
SHARON DREW MORGEN | WEDNESDAY, SEPTEMBER 14, 2011  12 Dirty Little Secrets: why buyers don’t buy
Do you sit and wait for your buyer’s to close? Here are the ‘Dirty Little Secrets’ of why buyers don’t buy, taken from my book of the same name: Sales focuses on solution placement and needs assessment, and has no skill set to help buyers maneuver through their off-line, personal, idiosyncratic, behind-the-scenes planning and decision making that must take place in their environment before they can buy. To insure minimal internal disruption, buyers face internal change management issues as they bring in something new (a solution). bizniche). MORE >> - How To Sell To Cold & Reserved Buyers BUYER INSIGHTS | WEDNESDAY, APRIL 24, 2013
- The New Universal Super-Buyer BUYER INSIGHTS | MONDAY, DECEMBER 10, 2012
- Understanding Buyer Psychology BUYER INSIGHTS | TUESDAY, MAY 14, 2013
- Do you really understand how your buyers buy? SHARON DREW MORGEN | SATURDAY, JUNE 23, 2012
- 4 Buyer Trends That Will Shake Marketing in 2013 SALES BENCHMARK INDEX | SATURDAY, DECEMBER 8, 2012
- Are You Ready To Sell To The Modern Day Buyer? MTD SALES TRAINING | THURSDAY, MARCH 7, 2013
- Buyers Live in Systems SHARON DREW MORGEN | MONDAY, JUNE 11, 2012
- Is The Buyer Struggling Unnecessarily With Your Pitch? BUYER INSIGHTS | SUNDAY, NOVEMBER 18, 2012
- Forecasting closed sales: how you will know when a buyer will close SHARON DREW MORGEN | FRIDAY, JUNE 1, 2012
- Solution Selection: do we know how buyers choose one solution. SHARON DREW MORGEN | MONDAY, AUGUST 8, 2011
- When the Buyer and Seller Act as Partners, They are Building a Bridge to Profitability JONATHAN FARRINGTON'S BLOG | MONDAY, APRIL 16, 2012
- 7 Articles to Boost Your Sales Success With Buyers THE SALES HUNTER | SATURDAY, APRIL 7, 2012
- When do buyers buy? SHARON DREW MORGEN | MONDAY, MARCH 19, 2012
- Three Buying Motives Of The Modern-Day Buyer MTD SALES TRAINING | TUESDAY, MAY 21, 2013
- FACILITATIVE QUESTIONS: QUESTIONS THAT FACILITATE CHANGE WITH INTEGRITY SHARON DREW MORGEN | MONDAY, FEBRUARY 25, 2013
- Buying Nirvana: Why Can’t Buyers & Sellers Work In Harmony? BUYER INSIGHTS | TUESDAY, MARCH 29, 2011
- How To Avoid Getting Beaten-Up By Buyers BUYER INSIGHTS | SUNDAY, APRIL 3, 2011
- Sellers Beware: Buyers Know What You Are Thinking! BUYER INSIGHTS | THURSDAY, MAY 19, 2011
- Selling To and Negotiating With Today’s Tougher, Strategic Procurer/Buyer/Sourcer DAVE STEIN'S BLOG | THURSDAY, NOVEMBER 17, 2011
- Monday Sales Motivation: Make Every Customer a Buyer THE SALES HUNTER | MONDAY, APRIL 22, 2013
- 5 Steps In Dealing With A Buyer With No Authority- Video Blog MTD SALES TRAINING | FRIDAY, MAY 10, 2013
- Buyers Live in Systems SHARON DREW MORGEN | TUESDAY, OCTOBER 2, 2012
- Look Beyond Sales Ego to Buyer’s Value INCREASE SALES | THURSDAY, APRIL 12, 2012
- Forecasting closed sales: how you will know when a buyer will close SHARON DREW MORGEN | FRIDAY, AUGUST 5, 2011
- How To Make The Cost Cutting Buyer Your Ally BUYER INSIGHTS | THURSDAY, DECEMBER 8, 2011
- Facilitating the Buyer’s Journey: a definition SHARON DREW MORGEN | MONDAY, JUNE 6, 2011
- Be a Good Buyer (Note to Buyers) A SALES GUY | SUNDAY, MAY 20, 2012
- Inside Sales Power Tip 101- Guide Buyers SCORE MORE SALES | MONDAY, FEBRUARY 18, 2013
- Help Buyers Choose the Buying Decision Team: a case study SHARON DREW MORGEN | MONDAY, JANUARY 16, 2012
- How to Train Your Lead Development Team for Today's New Buyer SALES BENCHMARK INDEX | MONDAY, SEPTEMBER 17, 2012
- Secrets of a Professional Buyer and How They Eat Salespeople THE SALES HUNTER | MONDAY, OCTOBER 15, 2012
- Where Have All The Savings Gone? Buyer Leakages As Sales Opportunities BUYER INSIGHTS | WEDNESDAY, MAY 1, 2013
- Buyers are Not Liars – Sales eXchange 189 THE PIPELINE | MONDAY, FEBRUARY 25, 2013
- When Buyers Hesitate TOM HOPKINS | THURSDAY, APRIL 22, 2010
- Your prospects aren’t in pain SHARON DREW MORGEN | FRIDAY, JULY 22, 2011
- Selling To Busy Buyers: What’s Your Decision Simplification Strategy? BUYER INSIGHTS | WEDNESDAY, MAY 1, 2013
- Buyers Are Self Educating, So Should Sellers! PARTNERS IN EXCELLENCE | WEDNESDAY, MAY 8, 2013
- Sellers: Beware The Maverick Buyer! BUYER INSIGHTS | MONDAY, MARCH 7, 2011
- Why Your Buyer Personas Are Obsolete SALES BENCHMARK INDEX | MONDAY, FEBRUARY 18, 2013
- How Setting Next Actions Consistently Help Buyers Buy From B2B Sellers SCORE MORE SALES | WEDNESDAY, MARCH 14, 2012
- Buyer Readiness: teach the buyer to qualify themselves SHARON DREW MORGEN | FRIDAY, MARCH 25, 2011
- Facilitating the Buyer’s Journey: a definition SHARON DREW MORGEN | SUNDAY, JULY 22, 2012
- How Top Sales Reps use LinkedIn to Create Buyer Personas SALES BENCHMARK INDEX | TUESDAY, APRIL 16, 2013
- How B2B Social Sellers Align With Their Buyers SALES BENCHMARK INDEX | MONDAY, MARCH 11, 2013
- 31 Things Buyers Don’t Want THE SALES HERETIC | WEDNESDAY, DECEMBER 14, 2011
- PowerViews with Tony Zambito: Buyer Predictability VIEWPOINT | THE TRUTH ABOUT LEAD GENERATION | TUESDAY, MAY 7, 2013
- Buying Patterns, Buy Cycle, Buying Decisions SHARON DREW MORGEN | MONDAY, MARCH 18, 2013
- Auctions: The Rise Of ‘A’ Word In Buying BUYER INSIGHTS | MONDAY, SEPTEMBER 24, 2012
- A buying decision is a change management problem SHARON DREW MORGEN | WEDNESDAY, AUGUST 24, 2011
- What The Modern-Day Buyer Is Telling You – If Only You Would Listen! MTD SALES TRAINING | WEDNESDAY, FEBRUARY 27, 2013
- Selling To The Buyer’s Primary Ratio BUYER INSIGHTS | WEDNESDAY, OCTOBER 31, 2012
- Is There Pressure On Your Buyer’s Numbers? BUYER INSIGHTS | WEDNESDAY, MAY 1, 2013
- Buyers Make Emotional Decisions and Justify Them Later THE SALES BLOG | TUESDAY, SEPTEMBER 25, 2012
- 12 Dirty Little Secrets: why buyers don’t buy SHARON DREW MORGEN | MONDAY, MARCH 12, 2012
- Your prospects aren’t in pain SHARON DREW MORGEN | SUNDAY, JULY 22, 2012
- Sorry, We’re Not Impressed with Your Customer List DAVE STEIN'S BLOG | MONDAY, MARCH 14, 2011
- The buyer’s buying process vs. the sales model: two divergent roads SHARON DREW MORGEN | MONDAY, APRIL 9, 2012
- The differences between the solution sale and the buying decision: let’s go to a wedding SHARON DREW MORGEN | MONDAY, OCTOBER 24, 2011
- How Do Decisions Get Made? SHARON DREW MORGEN | THURSDAY, JANUARY 31, 2013
- Bust the “Buyer 2.0” Sales Myth NO MORE COLD CALLING | THURSDAY, JULY 19, 2012
- 12 Dirty Little Secrets: why buyers don’t buy SHARON DREW MORGEN | SATURDAY, JULY 28, 2012
- Emotion + Risk in Getting Buyers to React and Act! (#video) THE PIPELINE | FRIDAY, APRIL 26, 2013
- Effective Selling Starts With The Customer DAVE STEIN'S BLOG | THURSDAY, SEPTEMBER 15, 2011
- How High Can You Climb To Communicate Your Value? BUYER INSIGHTS | FRIDAY, APRIL 19, 2013
- Understanding Different Buyer Types – Infographic MTD SALES TRAINING | THURSDAY, JUNE 6, 2013
- Four Sales Effectiveness Predictions for 2011 DAVE STEIN'S BLOG | TUESDAY, DECEMBER 21, 2010
- Is 57% Your Buyer’s Number? SALES BENCHMARK INDEX | THURSDAY, NOVEMBER 1, 2012
- What buyer's want - part I BUYER ZONE'S LEAD GENERATION BLOG | WEDNESDAY, NOVEMBER 7, 2012
- Make the vendor an active partner from early in the buyer’s decision path SHARON DREW MORGEN | FRIDAY, MAY 13, 2011
- How do you buy? Steps in a buying decision SHARON DREW MORGEN | WEDNESDAY, JULY 13, 2011
- Passive Buyers Aren’t Buyers at All A SALES GUY | FRIDAY, DECEMBER 9, 2011
- The Buyer’s Decision Path: why it’s important to sellers SHARON DREW MORGEN | MONDAY, APRIL 11, 2011
- Is Your Content Marketing Keeping Pace with Buyers? SALES BENCHMARK INDEX | FRIDAY, NOVEMBER 2, 2012
- Create a Buyer Persona-Based Content Marketing Strategy SALES BENCHMARK INDEX | SUNDAY, JANUARY 13, 2013
- 48 Shades Of Grey In Buying BUYER INSIGHTS | MONDAY, NOVEMBER 5, 2012
- Insights from a Thought-Leader on How Purchasing People Negotiate DAVE STEIN'S BLOG | MONDAY, JANUARY 7, 2013
- We can never understand a buyer’s buying environment SHARON DREW MORGEN | MONDAY, JANUARY 30, 2012
- Buyers don’t sit and wait for sellers SHARON DREW MORGEN | MONDAY, DECEMBER 19, 2011
- Now THIS is Sales Leadership! DAVE STEIN'S BLOG | MONDAY, JANUARY 3, 2011
- Deal Value Or Buyer Value? PARTNERS IN EXCELLENCE | TUESDAY, MAY 7, 2013
- What, exactly, is a Relationship Manager? SHARON DREW MORGEN | WEDNESDAY, DECEMBER 5, 2012
- Marketing Automation can facilitate the entire buying decision path SHARON DREW MORGEN | FRIDAY, AUGUST 26, 2011
- Buyers don’t sit and wait for sellers SHARON DREW MORGEN | MONDAY, OCTOBER 8, 2012
- New ESR Report and Upcoming Webinar: The State of Sales and Purchasing DAVE STEIN'S BLOG | MONDAY, NOVEMBER 26, 2012
- An Intelligent Contact Sheet SHARON DREW MORGEN | FRIDAY, NOVEMBER 11, 2011
- How does social networking help make the sale? SHARON DREW MORGEN | MONDAY, OCTOBER 17, 2011
- Urgent: Map Your Buyer’s Journey Before FY13 Begins SALES BENCHMARK INDEX | SATURDAY, OCTOBER 13, 2012
- One Big Idea to Help Sales Reps Connect to Buyers SCORE MORE SALES | TUESDAY, OCTOBER 9, 2012
- Musical sales people: moving sellers to be near buyers is irrelevant SHARON DREW MORGEN | FRIDAY, APRIL 29, 2011
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