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| Page 1 of 20 | Previous | Next | 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. It is also essential to accurately pre-qualifying, forecasting, sales opportunity and overall sales performance. Measuring Your Buyer’s Buying IQ The seller should start from the assumption that the buyer has [.]. 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. The time it takes them to manage this change is the length of the sales cycle. Buyers aren’t ignoring their needs. When do buyers buy? MORE >> | RECENT POSTS MAY 22, 2013 | JONATHAN FARRINGTON'S BLOG
There is an Upside to the Down MAY 22, 2013 | SELL MORE AND WORK LESS
Planning to Succeed MAY 22, 2013 | CUSTOMER CENTRIC SELLING
Sales Training Article about Premature Closes MAY 22, 2013 | SALES BENCHMARK INDEX
5 Social Selling Tactics to Find Your Next Sales Job MAY 22, 2013 | JONATHAN FARRINGTON'S BLOG
A Few Things You Need to Understand About Negotiation MAY 21, 2013 | SCORE MORE SALES
The Power of Trust in B2B Selling | | | | |
| 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 >> | 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. As salespeople you and I are measured based on reaching our sales target, no doubt with some consideration of margin. What’s Driving Your Buyer? But how are our counterparts in procurement measured? Salespeople will rightly [.]. 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. The more I see trainers include phrases like, “More than 35 years experience in sales, sales management…” in their LinkedIn profiles and in the “About Us” sections of their websites, the more conscious I’ve become of this issue. MORE >> | THE SALES HUNTER DECEMBER 22, 2011 6 Negotiating Secrets Buyers DON'T Want You to Know | Sales. Mark’s Insights on SALES MOTIVATION. Sales Articles. Purchasing Departments and Buyers. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. 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? ” Sales Motivation Blog. MORE >> | | | | | | | |
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SHARON DREW MORGEN | SUNDAY, MARCH 24, 2013  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). MORE >> -
JONATHAN FARRINGTON'S BLOG | TUESDAY, FEBRUARY 26, 2013  Why Buyers Buy
Every successful sale is made not so much because of the excellence of your product or of your sales pitch, but because consciously or unconsciously, you have found the human reason why your prospect should buy: You have found the door to their motivation and you have opened it. In making their decision, the buyer uses the “Minimax” principle – To minimize their losses, to maximize their gains. The more you understand the function of human motivation, the more successfully you will sell. In its simplest form, motivation emerges as a cycle. But they are common to all. MORE >> -
SHARON DREW MORGEN | MONDAY, OCTOBER 10, 2011  You think know your buyer. You don’t.
Sales folks are taught to have a certain amount of curiosity. buyer cannot buy (learn all of the issues involved in the decision to buy in my latest book Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it ) until. Here is the hardest thing for a seller to understand and believe: the only thing you will ever know about your buyer is how their need might be served by your solution from the one or two people you’re talking to. THE REASONS YOU’LL NEVER KNOW YOUR BUYER. Why sales don’t close. 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). MORE >> -
SHARON DREW MORGEN | FRIDAY, JUNE 1, 2012  Forecasting closed sales: how you will know when a buyer will close
As a sales manager, do you forecast sales that will close when your sales folks tell you they’ll close? As a sales professional, do you forecast which sales will close when your contact tells you they’ll be ready? WHY DO WE THINK SALES WILL CLOSE? Frequently, sellers believe a sale will close when they. CAN WE KNOW WHEN A BUYER WILL BUY? Unfortunately, using the sales model, it’s quite difficult to predict when a prospect will close. Add Buying Facilitation® to your sales skills, and get your forecasting right. MORE >> - Look Beyond Sales Ego to Buyer’s Value INCREASE SALES | THURSDAY, APRIL 12, 2012
- 7 Articles to Boost Your Sales Success With Buyers THE SALES HUNTER | SATURDAY, APRIL 7, 2012
- When the Buyer and Seller Act as Partners, They are Building a Bridge to Profitability JONATHAN FARRINGTON'S BLOG | MONDAY, APRIL 16, 2012
- Is The Buyer Struggling Unnecessarily With Your Pitch? BUYER INSIGHTS | SUNDAY, NOVEMBER 18, 2012
- Buyers Live in Systems SHARON DREW MORGEN | MONDAY, JUNE 11, 2012
- Monday Sales Motivation: Make Every Customer a Buyer THE SALES HUNTER | MONDAY, APRIL 22, 2013
- Are You Ready To Sell To The Modern Day Buyer? MTD SALES TRAINING | THURSDAY, MARCH 7, 2013
- Buyers are Not Liars – Sales eXchange 189 THE PIPELINE | MONDAY, FEBRUARY 25, 2013
- Selling To and Negotiating With Today’s Tougher, Strategic Procurer/Buyer/Sourcer DAVE STEIN'S BLOG | THURSDAY, NOVEMBER 17, 2011
- Do you really understand how your buyers buy? SHARON DREW MORGEN | SATURDAY, JUNE 23, 2012
- Inside Sales Power Tip 101- Guide Buyers SCORE MORE SALES | MONDAY, FEBRUARY 18, 2013
- Solution Selection: do we know how buyers choose one solution. SHARON DREW MORGEN | MONDAY, AUGUST 8, 2011
- 5 Steps In Dealing With A Buyer With No Authority- Video Blog MTD SALES TRAINING | FRIDAY, MAY 10, 2013
- Your prospects aren’t in pain SHARON DREW MORGEN | FRIDAY, JULY 22, 2011
- Auctions: The Rise Of ‘A’ Word In Buying BUYER INSIGHTS | MONDAY, SEPTEMBER 24, 2012
- FACILITATIVE QUESTIONS: QUESTIONS THAT FACILITATE CHANGE WITH INTEGRITY SHARON DREW MORGEN | MONDAY, FEBRUARY 25, 2013
- Be a Good Buyer (Note to Buyers) A SALES GUY | SUNDAY, MAY 20, 2012
- How Top Sales Reps use LinkedIn to Create Buyer Personas SALES BENCHMARK INDEX | TUESDAY, APRIL 16, 2013
- Secrets of a Professional Buyer and How They Eat Salespeople THE SALES HUNTER | MONDAY, OCTOBER 15, 2012
- Forecasting closed sales: how you will know when a buyer will close SHARON DREW MORGEN | FRIDAY, AUGUST 5, 2011
- When Buyers Hesitate TOM HOPKINS | THURSDAY, APRIL 22, 2010
- Buyers Make Emotional Decisions and Justify Them Later THE SALES BLOG | TUESDAY, SEPTEMBER 25, 2012
- How to Train Your Lead Development Team for Today's New Buyer SALES BENCHMARK INDEX | MONDAY, SEPTEMBER 17, 2012
- Now THIS is Sales Leadership! DAVE STEIN'S BLOG | MONDAY, JANUARY 3, 2011
- Four Sales Effectiveness Predictions for 2011 DAVE STEIN'S BLOG | TUESDAY, DECEMBER 21, 2010
- Bust the “Buyer 2.0” Sales Myth NO MORE COLD CALLING | THURSDAY, JULY 19, 2012
- Buyers Live in Systems SHARON DREW MORGEN | TUESDAY, OCTOBER 2, 2012
- 31 Things Buyers Don’t Want THE SALES HERETIC | WEDNESDAY, DECEMBER 14, 2011
- How Setting Next Actions Consistently Help Buyers Buy From B2B Sellers SCORE MORE SALES | WEDNESDAY, MARCH 14, 2012
- Why Your Buyer Personas Are Obsolete SALES BENCHMARK INDEX | MONDAY, FEBRUARY 18, 2013
- When do buyers buy? SHARON DREW MORGEN | MONDAY, MARCH 19, 2012
- Emotion + Risk in Getting Buyers to React and Act! (#video) THE PIPELINE | FRIDAY, APRIL 26, 2013
- How B2B Social Sellers Align With Their Buyers SALES BENCHMARK INDEX | MONDAY, MARCH 11, 2013
- 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
- A buying decision is a change management problem SHARON DREW MORGEN | WEDNESDAY, AUGUST 24, 2011
- The Best Sales Books You’ve Never Heard Of… Some Webinars and an Important Study DAVE STEIN'S BLOG | MONDAY, OCTOBER 22, 2012
- How does social networking help make the sale? SHARON DREW MORGEN | MONDAY, OCTOBER 17, 2011
- Where Have All The Savings Gone? Buyer Leakages As Sales Opportunities BUYER INSIGHTS | WEDNESDAY, MAY 1, 2013
- Facilitating the Buyer’s Journey: a definition SHARON DREW MORGEN | MONDAY, JUNE 6, 2011
- Insights from a Thought-Leader on How Purchasing People Negotiate DAVE STEIN'S BLOG | MONDAY, JANUARY 7, 2013
- Why Your Sales Cycle is So Long (Hint: It’s Not About Your Solution) SHARON DREW MORGEN | SUNDAY, SEPTEMBER 30, 2012
- Sales Training Buyers Beware. There is No Barrier to Entry in The Sales Training Business. DAVE STEIN'S BLOG | WEDNESDAY, JUNE 1, 2011
- An Intelligent Contact Sheet SHARON DREW MORGEN | FRIDAY, NOVEMBER 11, 2011
- Your prospects aren’t in pain SHARON DREW MORGEN | SUNDAY, JULY 22, 2012
- Deal Value Or Buyer Value? PARTNERS IN EXCELLENCE | TUESDAY, MAY 7, 2013
- Help Buyers Choose the Buying Decision Team: a case study SHARON DREW MORGEN | MONDAY, JANUARY 16, 2012
- Do you want to make a sale? or an appointment? SHARON DREW MORGEN | FRIDAY, JULY 1, 2011
- What The Modern-Day Buyer Is Telling You – If Only You Would Listen! MTD SALES TRAINING | WEDNESDAY, FEBRUARY 27, 2013
- One Big Idea to Help Sales Reps Connect to Buyers SCORE MORE SALES | TUESDAY, OCTOBER 9, 2012
- How Sales Operations Can Link Product Management to the Buyer SALES BENCHMARK INDEX | SATURDAY, SEPTEMBER 29, 2012
- Marketing Automation can facilitate the entire buying decision path SHARON DREW MORGEN | FRIDAY, AUGUST 26, 2011
- Sorry, We’re Not Impressed with Your Customer List DAVE STEIN'S BLOG | MONDAY, MARCH 14, 2011
- Sales Training RFPs: What You Need to Know DAVE STEIN'S BLOG | WEDNESDAY, NOVEMBER 7, 2012
- Passive Buyers Aren’t Buyers at All A SALES GUY | FRIDAY, DECEMBER 9, 2011
- New ESR Report and Upcoming Webinar: The State of Sales and Purchasing DAVE STEIN'S BLOG | MONDAY, NOVEMBER 26, 2012
- Effective Selling Starts With The Customer DAVE STEIN'S BLOG | THURSDAY, SEPTEMBER 15, 2011
- 9 Sales Steps that Influence a Buying Decision SHARON DREW MORGEN | MONDAY, OCTOBER 31, 2011
- The differences between the solution sale and the buying decision: let’s go to a wedding SHARON DREW MORGEN | MONDAY, OCTOBER 24, 2011
- Sellers Beware: Buyers Know What You Are Thinking! BUYER INSIGHTS | THURSDAY, MAY 19, 2011
- Is 57% Your Buyer’s Number? SALES BENCHMARK INDEX | THURSDAY, NOVEMBER 1, 2012
- Sales Productivity Blog: Buyers Want to Reduce the Buying Cycle by. SALES PRODUCTIVITY BLOG | TUESDAY, JULY 19, 2011
- Buyer Readiness: teach the buyer to qualify themselves SHARON DREW MORGEN | FRIDAY, MARCH 25, 2011
- How do you buy? Steps in a buying decision SHARON DREW MORGEN | WEDNESDAY, JULY 13, 2011
- The Real Reason Your Buyer is Deep Into the Buying Process THE SALES BLOG | SUNDAY, AUGUST 5, 2012
- Create a Buyer Persona-Based Content Marketing Strategy SALES BENCHMARK INDEX | SUNDAY, JANUARY 13, 2013
- Facilitating the Buyer’s Journey: a definition SHARON DREW MORGEN | SUNDAY, JULY 22, 2012
- Mr. Buyer – Please, Object! THE PIPELINE | FRIDAY, MAY 25, 2012
- What is a seller’s priority? SHARON DREW MORGEN | FRIDAY, SEPTEMBER 16, 2011
- Urgent: Map Your Buyer’s Journey Before FY13 Begins SALES BENCHMARK INDEX | SATURDAY, OCTOBER 13, 2012
- Where does selling begin? Activate the buying journey immediately SHARON DREW MORGEN | WEDNESDAY, SEPTEMBER 28, 2011
- The buyer’s buying process vs. the sales model: two divergent roads SHARON DREW MORGEN | MONDAY, APRIL 9, 2012
- What buyer's want - part I BUYER ZONE'S LEAD GENERATION BLOG | WEDNESDAY, NOVEMBER 7, 2012
- 12 Dirty Little Secrets: why buyers don’t buy SHARON DREW MORGEN | MONDAY, MARCH 12, 2012
- How to Spot Where Your Customer is on Their Buyer’s Journey SALES BENCHMARK INDEX | TUESDAY, JANUARY 8, 2013
- The State of Sales Training 2012 (Part One) DAVE STEIN'S BLOG | MONDAY, JANUARY 16, 2012
- The State of Sales Training 2012 (Part One) DAVE STEIN'S BLOG | MONDAY, JANUARY 16, 2012
- Taking Collaboration With Your Customers To A New Level BUYER INSIGHTS | MONDAY, APRIL 22, 2013
- First Contact: What to Do, Why, and How to Get Better Results SHARON DREW MORGEN | FRIDAY, NOVEMBER 4, 2011
- Behaviors aren’t rational SHARON DREW MORGEN | FRIDAY, DECEMBER 2, 2011
- Hey Motivated Buyer, You’ve Changed… SALES CHALLENGER | MONDAY, JUNE 25, 2012
- Proof Buyers Aren’t Always Buyers A SALES GUY | SATURDAY, DECEMBER 10, 2011
- Buyers don’t sit and wait for sellers SHARON DREW MORGEN | MONDAY, OCTOBER 8, 2012
- Buyers Are Self Educating, So Should Sellers! PARTNERS IN EXCELLENCE | WEDNESDAY, MAY 8, 2013
- Selling with Integrity SHARON DREW MORGEN | WEDNESDAY, SEPTEMBER 21, 2011
- VIDEO SALES TIP: Succeeding with Purchasing Departments THE SALES HUNTER | SATURDAY, JANUARY 12, 2013
- What, exactly, is a Relationship Manager? SHARON DREW MORGEN | WEDNESDAY, DECEMBER 5, 2012
- How The Social Media Movement Has Changed The Face Of Selling MTD SALES TRAINING | MONDAY, NOVEMBER 19, 2012
- What Are the Real Inhibitors to Effective Selling in Your Organization? DAVE STEIN'S BLOG | WEDNESDAY, APRIL 27, 2011
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