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Three Recent Hurricanes Show the Path to More Effective Selling

Understanding the Sales Force

This past week, Hurricane Lee roared into Nova Scotia, becoming the first such storm to do so since 2003, although at the time it made landfall, Lee had been downgraded to a post-tropical cyclone. However, working with them also lengthens the sales process. In my space, that is our buyer and signer.

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Best time to ask for a referral? Listen for warm words from your buyer

Selling Essentials RapidLearning Center

Referrals aren’t a function of a specific mile marker in the sales process. 2003) Factors associated with customer willingness to refer leads to salespeople. Journal of Business Research, 56 (2003) 257–263. Or a few weeks later when the customer has had a chance to see how well your product works?

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Revisiting the Buyers Journey

Membrain

I can still remember the powerful inspiration I gained from my first reading of Hugh Macfarlane’s “The Leaky Funnel” – the 2003 book that first drew the B2B sales and marketing community’s attention to the concept of the buyer’s journey.

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An ‘A’ Player’s Rise and Fall

SBI Growth

He did it as a District Sales Manager. From 2003-2011, Dave was on a rocket ship. Dave became VP of Sales for the Americas. Assessed his sales leadership team and realized he needed to upgrade 3 of his sales directors. In July, decided to roll out a sales process across the Americas.

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3 Ways B2B Buying Behavior Has Changed—Forever

Allego

Then, the AC on my beloved 2003 Toyota Highlander died. I wasn’t the only one who wanted to control the buying process (a seller-free buying process). Further, virtual sales processes companies implemented because of health and safety concerns are now expected for nearly all purchases. I needed to buy a new car.

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Sales Tips: Want Better Results? Avoid "Commission Breath"

Customer Centric Selling

He''s one of the best coaches in college football, having won three BCS championships with Alabama in 2009, 2011 and 2012, and another with LSU in 2003. He attributes his team’s success to following and executing what he calls a football process. That is the Alabama football process. We need to make a decision.” What happens?

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Sales Tips: Nick Saban and Sales - What's the Connection?

Customer Centric Selling

He's one of the best coaches in college football, having now won four BCS championships with Alabama in 2009, 2011, 2012 and 2015, and another with LSU in 2003. If you have the time, and you’re a salesperson or sales leader, I think it is worth watching. CustomerCentric Selling® is a sales process.

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