applied know how
Many companies that i engage with have reported that selling was incredibly difficult during covid. it was difficult if not impossible to meet with buyers. Some buyers were reluctant to make decisions ”on line”. So the reasoning went if its impossible to sell, then we’ll retain our business over Covid because of ”inertia”.… Read more
In the digital world, your consumers can’t help but shop around.
Regrettable, but true… loyalty is down, but not out.
The past few years have seen exponential growth in tools that have made researching and purchasing products online vastly easier. We’ve seen an explosion of mobile shopping apps that showcase options, simplify pricing, compare product specifications, and facilitate peer reviews that make switching brands easier.… Read more
I have written several articles about the buyer journey, buyer personas, aligning the buying and selling process; here is an aid to this process a journey plan for the buying process.
At its core, I’ve turned around the typical account planning tool, to focus more clearly on the Buyer and their needs. This is to build empathy and to assist the seller more clearly understand the questions a Buyer has to tailor the sellers presentations and plans to meet the Buyers needs. … Read more
While most companies have a Sales process, a Sales Department, a Sales manager, sales teams- rarely do we look at the process from the customers perspective.
In a previous post, We initiated a review the buyers process, by starting with an in-depth understanding the motivations, behaviours and needs of buyers. From this i described how we were able to create an effective buyer strategy to boost sales with both an individual buyer and amongst a segment of buyers.… Read more