Partners in Excellence

MAY 30, 2019

What’s this mean for sales people, hoping to be “sensemakers” to their customers? There are a number of implications for how sales can work with the customer in the Simple Quadrant. Many of these buying processes may be very transactional. We can develop highly efficient, very predictable engagement models.

Customer 81

Customer Chemicals Face-to-face Enterprise 81

Partners in Excellence

APRIL 26, 2016

Usually, the sales cycles are longer, typically months to years. When I refer to a simple buying process, it is typically one that involves very few decision makers–usually just one. Implementation issues, change management issues are pretty small, buying cycles are usually short–several meetings over days/weeks.

Scale 48

Scale Face-to-face Lead Rank Chemicals 48

Growbots

APRIL 17, 2018

Here are some common behaviors and habits of B and C Players that ultimately hurt their sales performance. 3 Bad Sales Habits That Hurt Your Performance. B and C Players often start buying cycles with lower levels within prospect organizations. READ 6 Secrets to Successful Sales Prospecting.

Decision Maker 73

Decision Maker Chemicals Proposal Vendor 73