This week’s learning nugget is an exploration of alignment. Not just with the buyer and their buying journey, but within your own organisation.
Achieving alignment, especially between product teams, marketing teams and sales teams, around a common goal and a common approach, a True North, if you will, has proven documented profound impact of performance and results for shareholders and customers. Here’s a 22 well documented statistics to underscore that point. Customers be
Myths, fairy tales, wives tales, urban myths, superstitions……..there are alive and well in the world of professional selling. Here are the top 5 common myths that the Enterprise Technology Sales Profession continues to perpetuate; #1 – Customers buy on price Study after study shows this to be a blatant fallacy. One of particular note is from the Chally Group who identified that price is actually the 4th consideration (see diagram at right from their research). Go one step f
"Real knowledge is to know the extent of one's ignorance." Confucius "Selfishness is not living as one wishes to live, it is asking others to live as one wishes to live." Oscar Wilde We become so intently focussed on our product and service centric sales process that we rarely stop to consider the customers buying process. More over we typically want the customer to buy in a structured way, follow familiar steps and have a clear and definable “buying criteria”. This is evid