Nothing has really changed in the sales world, although many pundits rant about the “new normal,” “new realities,” Buyer 2.0, They talk about the “informed buyer.” Is the so-called Buyer 2.0 Here’s the great news: Buyer 2.0 Buyers need us to connect the dots between their business challenge and a solution that will impact their business results. Technology is a great tool, but selling is a person-to-person business. Buyer 2.0—welcome Technology may power sales research, but people power the close. Web 2.0, Web 3.0…. more informed? Not always. MORE >>

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. Think of yourself as a potential buyer of sales tools that can enhance your success. Whatever thoughts you come up with, apply to your buyers. When do buyers buy? MORE >>

The sales model ignores the buying environment all buyers live in outside of the purview of the seller. All buyers live in systems that must buy-in to a new purchase, regardless of the apparent need, and here is where sellers lose their sales. Let’s think of this in terms of your buyers. You work at educating your buyer as to how your solution will enhance their functioning, fix the problem, and in general do things much better than they are doing them now. But the sales model, with its focus on placing solutions, ignores the fact that buyers live in systems. MORE >>

Today, I’m gonna help the buyer. Bad buying happens when buyers treat sales people as the enemy. When this happens, the buyer loses as much as the sales person. ” When we are buyers, we have a problem. When we are buyers, we’re trying to fix something, make something better, or avoid some pain we see coming. To get the most out of the selling process and to be a good buyer; Don’t hold back information: I see this all the time. The problem is, it doesn’t give the buyer the upper hand. Good buyers commit and go! MORE >>

Buyers are self educating on the web.  Just as buyers are self educating, sellers have the same resources available to them.  Sellers can (and should) be leveraging the Web the same way buyers are. Just as Buyers are educating themselves about our solutions and alternatives, Sellers leverage the Web to learn about their customers.  This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. 'Buying has changed.  MORE >>